(Ebook - Business.Marketing) Strategy Results Vol. 2 by Jay Abraham PDF

Jay Abraham
Marketing Strategy Diagnostic

Assessment Results
VOLUME II
This 1500+ page report contains the
confidential results of a survey of over 3000
business owners and entrepreneurs on
marketing strategy and the implications on
their business.
I guarantee it will change the way you think
about your marketing strategy.
2003 The Abraham Group All Rights Reserved.
Table of Contents
Question 31. Whose business strategy do you most admire and why?...................................................... 527
Question 32. Is customer lifetime value (marginal net worth) reshaping your marketing strategy?
If so how? ............................................................................................................................................ 547
Question 33. Whats the most advanced marketing concepts or tools you use to sell more products
to more people? Describe briefly below.............................................................................................. 565
Question 34. Who is the most masterful business or marketing strategist youve ever known?
How did he/she best apply their strategic genius? Describe their biggest strategic coup. ............... 585
Question 35. Do you have a profitable business/marketing strategy for the internet? If yes
describe briefly below. ........................................................................................................................ 604
Question 36. How do you explain your marketing strategy to someone outside your industry (i.e.,
at a party), keeping it as simple as possible? ....................................................................................... 614
Question 37. Now describe your marketing game plan in one sentence. ................................................. 638
Question 38. Describe the different marketing tactics you successfully use. ............................................ 656
Question 39. What do you think are the Strategic benefits of each tactic?................................................ 676
Question 40. What are the Advantages people choose your company/product or service by (i.e.
your USP)? Define briefly................................................................................................................... 695
Question 41. What sequential marketing (if any) does a prospective client get when initial contact
is made vs. when they buy your product/service? ............................................................................... 720
Question 42. What marketing efforts/activities do you want to be doing right now that you are
not? Why? ........................................................................................................................................... 739
Question 43. Describe your competition and any effective marketing strategy or tactic they use
that you dont. ..................................................................................................................................... 763
Question 44. Do you have a long-term written marketing game plan----if so, include a written
copy as an attachment with this questionnaire? How do you accomplish your marketing
goals?................................................................................................................................................... 786
Question 45. Briefly describe the complete strategic marketing cycle from generating the lead
through to closing the sale on to requesting repurchase and all follow-up referral generating
that you do........................................................................................................................................... 791
Question 46. How do you currently prospect and generate for new first time buyers? ............................. 831
Question 47. What frequency of communication do you have with your prospects, active or
inactive clients/buyers? What forms do they take (call, visit, letter, etc.)? ......................................... 852
Question 48. What tactics do you use to overcome frequently posed objections? .................................... 874
Question 49. What is your strategy for reclaiming windfall profits from prospects you dont sell
or close? .............................................................................................................................................. 897
Question 50. Describe five of your most formidable competitors and their marketing approaches. ......... 906
Question 51. What are the top two reasons that you lose business to the competition? ............................ 933
Question 52. How much follow-up do you do with a client---AFTER they buy? With a prospect if
they dont purchase? And with a client AFTER they buy................................................................... 954
Question 53. Do you ask for referrals, how and how often? ..................................................................... 974
Question 54. List three things you could do to strengthen your marketing effectiveness now.................. 987
Question 55. List the materials, products, programs of mine youve been exposed to---plus how
often, how well youve studied and honestly applied each one..........................................................1011
Marketing Strategy Diagnostic Assessment Results
Question 31. Whose Business Strategy Do You Most Admire and

Why?
Question 31. Whose business strategy do you most admire and why?
1.
? (13)
2.
555 Soul and Diesel theyre very unique stray from the norm and create clothes
with both character and style. They tied I-D in with their product effectively and
seem to make the wearer feel more confident and expressive.
3.
A big publishing companys strategy. They sell just business ideas instead of real
businesses. So they have an endless market of people who just want information
but dont really want to get dirty doing real business.
4.
A combination of Amazon.com and Lands End. Amazon is very proactive in

recommending what I may want to purchase, based on previous purchases. They
soften the risk of mail order with free shippingwhen my order reaches a cost
threshold. They offer more than books, making it easy to buy stuff online from one
site with a couple of clicks. Every once in a while a bonus product is included with a
shipment as a Thank You (and, Im sure, a sampling strategy for another company
who paid dearly for the opportunity). They provide customer recognition, they are
pro-active in providing a meaningful benefit (free shipping!), and they communicate
when my order was shipped and how to track it. Lands End has their brilliant
Guaranteed. Period. risk reversal. Their customer service people are tops, and
their service is tops. Their products are truthfully represented. They have not
strayed from their branding. I know what to expect. I am always delighted yet never
surprised when they come through.
5.
Abraham & Kennedy. They work!
6.
Abraham. Its not brain surgery, and it works!
7.
Abrahams. it makes a lot of money.
8.
Abrahams, it works
9.
Absolute vodka
10.
AFLAC - because it is memorable without being antagonizing.
11.
After Jay's, it would be Tony Robbins, because he is able to create great demand
for his products and his service so that people have to work at getting what he has
to offer, whether that be coming up with large sums of money or gong long
distances to hear him.
12.
Agora Publishing- because they are extremely effective at back-end and cross-over
marketing.
13.
Agora Publishing. They publish several excellent, daily, free e-mail newsletters and
then advertise in the email newsletters all their fee-based newsletters and
conferences.
14.
Alan Weiss maximum leverage and long term value from each of his clients
15.
Alan Weiss marketing gravity. Leads to warm leads and respect for him before he
even meets the client
16.
ALDI a german supermarket chain very, very successful
17.
All those people/companies who give their employees some share in equity or
profits of their venture. They thoroughly deserve all the commitment that they
inevitably receive from their staff.
18.
Allen Says creativity at the service of problem solving, an explosive marketing

mix that is ignited by viral and affiliate marketing, self propelling itself to amazing
heights.
19.
Allen Says/Jay Abraham. Because they both get me to start thinking creatively, to
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Why?
realize that there are a lot more options available to me that may seem at times.
20.
Amazon.com Jeff Bezos - first to use the internet effectively
21.
AMAZON.com they make it easy to shop with them
22.
Amazon.com. See 17 above.
23.
Amazon.com. Great site. Keep adding great ideas that make shopping an easy
and fun experience.
24.
Amazon: User friendly, open, engaging.
25.
Amazons, because Bezos is not consumed by the day to day movement of his
share price, but on building a great company and a great brand.
26.
Amway. Its success if built upon making other people successful.
27.
Andy Andrews he rose from being a storeman to Dean of the business school at
the University of the Witwatersrand to running practical, down to earth courses for
managers on how to manage Return on Assets Managed, basic, really needed
skills.
28.
Anglo American they minimize every outlay and maximize every return locally and
globally and always go for the residuals.
29.
Anita Broderick of the Body Shop ie she really tapped into the animal friendly
products, being part of the community and giving back to the community and
having a consistent product and image.
30.
Anthony Robbins and Jim Rohn. They have long lasting and varied empires with
multiple streams of income while helping and inspiring others
31.
Anthony Robbins because he has created an empire from nothing.
32.
Anthony Robbins because I see what it has produced.
33.
Anthony Robbins, he is always looking for better ways to do what he does and he
is so strongly admired for what he does because he is so sincere.
34.
Anthony Robbins, Brian Tracy, Jay Abraham
35.
Any company that creates a great product, tells their customers about it and
enables them to make the right choice for themselves. I like it because it seems
to create a loyal customer who ends up being far more valueable than the run of
the mill customer.
36.
Any company that Warren Buffet invests
37.
Anybody's story of carving out a market niche and dominating it such as Jack
Welch of GE with financing and Michael Dell and building customized orders
without appreciable inventory.
38.
Anyone who gives a high quality product or service for a reasonable price.
39.
Anyone who has a real niche market, who has surveyed that market and then
delivers exactly what that market needs and wants.
40.
Anyone who perseveres and is consistent.
41.
AOL making it easy to become a client by being preloaded on computers. Plus

their service is easy to use and inconvenient to switch to a competitor.
42.
Apple computer, due to their differentiation approach in pc market
43.
Argent Financial Group. They are prompt and professional.
44.
Artists of America because of their uniqueness and success
45.
As above, Tony is the only one that springs to mind right now, because he is so
closely related to our own business. Admire Jays (obviously) but doubt we could
do anything that major in the short term. We dont have the manpower.
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Why?
46.
As I said AMWAY they've made world sell for them.
47.
At our level I have no knowledge
48.
Barry Farber. He promotes the needs of the customer as the basis for sales. Also,
honesty, so I dont have to remember lies.
49.
Besides Jay Abraham? Corey Rudl. Because he's the best on the Internet
50.
Big ticket seminar and highly paid copy writers Because of the leverage /more
money in a time a time slot -because they duplicate themselves better
51.
Bill Gates
52.
Bill Gates -- $$$$$$$$$$$
53.
Bill Gates he found his niche, negotiated with a heavy hand / out thought the
competition.
54.
Bill Gates he seems to be able to capture the PC market through his software.
55.
Bill Gates his success can be traced back to his childhood he bought and sold
McGovern-Eagleton campaign buttons when he was 16 and made $20,000,
Warren Buffet brilliant investor relies on competent honest managers, Disney
tremendous brand recognition and entertain visitors.
56.
Bill Gates market growth, integration and domination Glen Taylor same reasons
57.
Bill Gates phenomenal growth and shared success
58.
Bill Gates because he gets results and gives back a huge portion to charity.
59.
Bill Gates, because of his never-ending focus on marketing.
60.
Bill Gates. A computer on every desktop running Microsoft software. A bold

statement made when computers where rare.
61.
Bill Gates. He sells something that every needs and charges what he wants for it.
62.
BMW the ultimate driving machine. The company repositioned themselves in the
late 60s as the super premium German car company. They are still regarded this
way despite selling record numbers of cars whereby in the UK they are not as rare
a site as they were many years ago. Virgin successfully positioned themselves
as the company that takes on big business and wins by being smarter, better value
for money and more caring for their customers than rival companies in whatever
sector they go into. The whole company is built on the image of Richard Branson
yet his direct contact with consumers must be minimal.
63.
Cant really answer this one very well. We like the McDonalds concept of prototype
development and subsequent franchise roll-out. Wed like to take that approach,
but requires the perfection of our current single depot down to a fully systemized
entity and we have a ways to go before thats achieved.
64.
Cannot pick one.
65.
Carnival cruises. They provide good service to the customers that are trapped on
the boat.
66.
CDW. They have an amazing service model and always deliver what they promise.
67.
Changes week by week, but I really appreciated hearing from Alex Mondossian
(marketingwithpostcards.com) and his approach. He had a lot of good ideas, and
implements them all quite effectively to my mind.
68.
Charles Lewis. Starting from nothing, he has grown to be one of the most
respected and well paid photographers in the country.
69.
Chet and Jay
70.
Chet Holmes strategy with Jays tactics
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Why?
71.
Chrysler.
72.
Coachville content, quality, added value
73.
COCA COLA. THEY UNDERSTAND AND FOCUS ON TARGET MARKETS.
74.
Companies that build quality and achieve preeminence in their field.
75.
Companies that create the impression that they offer the very best products in their
field, and that they are truly customer driven
76.
Corey Rudls, because its revolutionary
77.
Cory Rudl because he developed the software I needed to start, grow and maintain
an internet publishing company, and I get his newsletter for ongoing help at a price
I can really afford. Plus Cory provides FREE support for his software. And he
made it much more affordable than you, Jay. Ive paid out far higher amounts for
help from Jay Abraham, but got little tangible success back.
78.
Cory Rudls Simple effective honest generous. Jay Abraham: Intelligent, effective,
perceptive immediately successful.. Scott Hallman: KISS. Chet: PPP
79.
Craig Proctor has a system that appears to grab market share without sacrificing
margins.
80.
Craig Proctor, Emyth, Dirk Zeller
81.
Crispy Cream donuts- for their unique approach when they open stores.
82.
Dale Carnegie because he did it on his own and without hurting anyone.
83.
Dan Kennedy, Jay Abraham - because of the creativity
84.
Dan Kennedy. Low cost with measurable return.
85.
Dan Kennedys because its proven to work over and over again in any business
and is time tested.
86.
Dan Sullivan teaches entrepreneurs how to continually double both income and
free time. He lives what he teaches.
87.
Dee hock, management methods are light years a head of command and control,
which stifle creativity and productivity.
88.
Dell Computer: Efficiency is outstanding. They attack their competitors one at a

time where they feel they can gain an advantage so they dont over commit
themselves to multiple line extensions. Limit overhead so that they generate cash
flow even when economy slows down.
89.
Dell Computers: because they have achieved number 1 in a very competitive

market.
90.
Dell for learning and applying from larger organizations and Tesco who now have
Wal Mart to beat in the UK market.
91.
DELL has done an outstanding job in manufacturing low-cost, high-quality PCs and
making it work via mail order (as opposed to opening up retail stores).
92.
Dell simplicity financial soundness customer commitment
93.
DELL- the best model, cleanest service
94.
Dell, and Microsoft, They know their customers and seem to do well even in down
markets
95.
Dell, Cisco, Microsoft, Charles Schwab. Innovative, created a business market,

continually grow market share, monopolize their category.
96.
Dell; once they lead, no one can compete on price
97.
Dennis Tubbergen claims to work less days every year and continuously increase
his revenues with bigger clients and more sales to those clients.
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Why?
98.
Developing long term mutually beneficial relationships. This is why we are on

planet earth.
99.
Dick Smith. He started with nothing but up a large business and sold it. He works
on ideas that he is passionate about and makes them work is his own unique way.
100.
Did not pay attention.
101.
Differentiating yourself so that you can be paid what youre worth
102.
Direct sales people (Kennedy, Abraham, North, etc.) because they constantly send
stuff and they can monitor their results.
103.
Ditto.
104.
Do not have real role models
105.
DollarsByDesign.com It is simple, automated, easy to comprehend, and massive
106.
Dominos -- built a brand quickly
107.
Dont have any.
108.
Dont know (12)
109.
Dont know any others intimately
110.
Dont know enough yet
111.
Dont think I know enough about others to tell. I certainly admire the spare,
simplicity of Paddy Lunds. I think reducing it to just three of four words is
wonderfully clarifying.
112.
Earnst & young (Israel). They growth in 10 years from a medium firm to the biggest
firm in Israel.
113.
Earthlink they offer free time online with a CD like AOL but lack the AOL online
sense of community.
114.
E-Baytheir overall niche fits the New Economy beautifully, they will grow in good
times and bad, and they deploy a lot of killer tactics
115.
E-Baytheir overall niche fits the New Economy beautifully, they will grow in good
times and bad, and they deploy a lot of killer tactics
116.
Edgar Schein
117.
Edward Jones, Alston Byrd-attys
118.
Endorsements. It is the smartest, fastest, and easiest way to grow a professional

services company (and others)
119.
Englehard due to their product development and technical services.
120.
Ethical partnerships
121.
Excel - results
122.
Expansion of businessprofitable business
123.
FED EX because the company continues to grow and deliver in a way which best
serves their clients.
124.
Fed Ex, it gets done as promised
125.
Fed X. See above.
126.
Federal Express
127.
Federal Express They seem to have the personnel, technology, and the systems all
integrated In a very cohesive way.
128.
Federal Express, their slogan says it all
129.
FedEx constantly stretching the envelope, anticipating clients needs and wants
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Why?
before the client even knows them. Consummate customer service.
130.
Fedex fast and guaranteed performance Richer Sounds customer focus and
staff development
131.
FedEx and McDonalds. They live their business
132.
Fedex. Im beginning to get just a little enamored by yours.
133.
Finished materials
134.
Fords worldwide acquisition of brands cover the market form Kia to Aston Martin
135.
Four Seasons because they are at the pinnacle of the hotel and resort industry.
136.
Franklin Covey
137.
Gates, i.e., in spite of Mac users, how many pc users use or have used windows?
138.
General Electric. They can be in so many different unrelated fields and yet maintain
superiority in the marketplace.
139.
General electricBe either no. 1 or 2 or get out.
140.
Geraint Lewis
141.
Good to Great, business strategies defined. Logical
142.
Guerilla Marketing done on a shoestring and is highly creative.
143.
Harvey Mackay, I think. He focuses on proactive and referral-generating tactics.
144.
Harvey Mackay, Wendy Evans, Michael Gerber and Brian Tracy, we have
integrated their vision and methods into our previous success
145.
Havent really studied business strategy
146.
Havent thought about this.
147.
Haven't really studied anyone's
148.
Having attended Jays seminar, I always marvel at how meticulously he implements

what he has taught us in his correspondence. British Tobacco Co. in South Africa
although I do not have an in-depth knowledge of the particulars. Also see answer to
question 22.
149.
Henry Kaye, the speed and price of it.
150.
Hmmm Googles
151.
Honest, straight-forward friendship. Because it appeals to me the most.
152.
Honesty, because you develop trusting relationships.
153.
HPs. Growth through great products and now gaining strength through the nearest
competitor-now-family.
154.
Hubbard Foods a NZ-based cereal producer no advertising, very innovative

with product development and a socially responsible employer.
155.
I admire companies that are selected to be the most employees and customers
friendly and on such base create their business strategy.
156.
I admire how Jay Abraham consistently markets. Since day one of us opening our
doors.
157.
I admire Jay Abrahams Strategy of Pre-eminence because it keeps me on the

track of remembering that the sole objective of being in business is not to make lots
of money, but simply to make the lives of those with whom I do business better
because they met me.
158.
I admire Joe Vitale because he writes well (if a bit long-winded) and his approach is
non-competitive.
159.
I admire many different business strategy, because they are successful and are
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Why?
the market leaders.
160.
I admire Nightingale-Conants strategy of selling products that are healthy and

positive, and that I really want to buy (because I am committed to selfimprovement, both personally and professionally). They always include a coupon or
special offers in their catalogs, and they frequently mail me offers on new or
existing programs they have. It works pretty well, as Ive spent several hundred
dollars per year each of the past few years on their programs. Best of all, it was
through N-C that I was introduced to you, Jay. Two years later, here we are.
161.
I admire the business strategy of the Mayo Clinic, which is doctor driven and
administered by the principles of the catholic church.
162.
I admire what Mark Victor Hansen and Robert Allen are doing with The One Minute
Millionaire and Robert Kiyosaki with Rich Dad Poor Dad, i.e., create a multi-pillar
business by starting with one book.
163.
I am amazed at the power of viral marketing especially on the net. Unbelievable

returns on investment.
164.
I am just starting to look at strategies
165.
I am not sure (2)
166.
I cant answer this in the context of my business
167.
I do admire Jim Rohn and Robert Kiyosaki. Both utilize symbiotic (Host/Parasite)
relationships.
168.
I dont know very many peoples strategies.
169.
I dont know very much about other peoples stratgey
170.
I dont know. Maybe Coke and McDonalds.
171.
I enjoy Jays, because its written intelligently, while never over or under-assuming.
Readers become their own police when they need assistance.
172.
I feel I would admire anyone who can stand back and let the business run via
delegated functions.
173.
I guess it is Jays strategy of turning small grossing businesses into profit goliaths.
174.
I have one client who follows the strategy with discipline. They produce the plan
every year for the last 5 years ion terms of outcome. I admire them because they
do what it takes to achieve the plan.
175.
I havent looked at many but I do admire Henry Ford and Andrew Carnegie
because they seem to have had workable strategies that didnt just happen by
accident.
176.
I just got introduced to Jay Abrahams concepts. I also admire Y2s concepts and
applications.
177.
I like Jays the best in terms of marketing because he likes to employ as many
marketing methodologies as possible. He explains them well. I like Chets
descriptions regarding how one should make an impact on ones prospects.
178.
I like Robert Allens. He gets people to love to do things for him.
179.
I love the Mike Ferry system
180.
I read about and admire all successful entrepreneurs. The risk takers
181.
I really admire the strategy of a company named Internet Services Corp. They
market the products and services of the Old Amway Corporation and now the
Quixtar.com business. They are more in the people building business, who then
can build a bigger business. They provide the training and the environment for
people to grow. This growth includes people skills, business skills, and financial
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Why?
intelligence, and even spiritual growth.
182.
I really like the things Ive received from Jay.
183.
I really like what I have learned from reading Michael Gerber and what little I have
started to learn from Chet.
184.
I really would like to be able to see, with excitement again, the future of my
business. Maybe Im just in the wrong business. I can much more easily see
myself teaching others how to connect with God/Sourcethan I can selling water
purification products. I am rapidly losing my motivation here. Trouble is, right now,
I dont yet see how I can earn a living teaching others.
185.
I think your Strategy of Preeminence. Its obviously profitable, but, more

importantly, it emphasizes extreme ethical standards. That appeals to me on more
than just a profit level. Its a way of living.
186.
I very much admire Walmart. I know and am personally connected to their history.
187.
I wish I could find one that would fit our service
188.
Ive admired books by J. Peterman as well as the book on the Republic of Tea.
Taking a true personal reason for building a company, focusing on extreme
customer service and building it.
189.
Ive never really looked at anyones.
190.
IBM, McDonalds, P&G. Brand establishment and market stability.
191.
IBM. They are defining problems of their prospects and positioning themselves as
the solution to these problems.
192.
IBMs because (a) they completely understand the businesses they are in and (b)
they understand what their unique strengths are. They are not price and product
dominant in each of the individual business and technology niches that they serve.
But they are the only entity that can credibly fulfill all of the customers individual
requirements for business and technology services today. And they are the only
entity that can credibly assure the customer they will meet their future needs as
well, no matter how diverse or large these needs are. In addition, IBM offers
single-source responsibility for the totality of the customers technology and, to
some extent, business operations. This means that IBM will take the initiative to
solve problems that result in finger-pointing in the typical multi-vendor
environment. The Marsteller Advertising Agency once ran a killer campaign for
IBM with the theme The way we put it all together is what sets us apart.
193.
IBM-very long term Ikea or Walmart -very customer driven
194.
I'm not knowledgeable about var. types of strategies.
195.
In terms of brand-building: Budweiser. Their marketing approach for a product

always so close to getting banned strikes me as sheer genius: Their marketers
never want for great ideas for funny commercials that somehow get associated with
having a good time with Bud. In terms of direct action: Nightengale-Conant: Even if
I dont buy a particular product, I always read through the material, and it is likely
that doing so puts me in the frame of mind to buy in the future.
196.
Information guru, gives the client ability to make informed choices that usually
benefits their business and lives.
197.
Intel. They built their intel inside brand from the very start and are reaping a lot
from that early strategy.
198.
Iron Mountain, as they have grown exponentially and dominate their market
199.
It is all the unknown to me an dI fel inadequate about it all
200.
I've not identified any other business' strategy! It all appears to be hit and miss.
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Why?
201.
J. Abrahams, he takes a different approach from the traditional, what he does

makes a lot of sense and appears to get excellent results. The bottom line is the
results!
202.
Jack Welch former CEO of GE from reading his book
203.
Jack Welch GE
204.
--Jack Welch at GE. I think he was a master of strategy and getting it implemented
successfully, not to mention creating pillars for a business.
205.
Jack Welchhe empowered his people
206.
Jack Welchs
207.
Jay Abraham brilliant.
208.
Jay Abraham he can sell anything to anybody.
209.
Jay Abraham & Nightingale/Conant, because they are so effective. They offer
exciting potential value in a way that keeps me as the customer engaged.
210.
Jay Abraham (5)
211.
Jay Abraham / Unique & well balanced
212.
Jay Abraham because his strategy is clear to me ( to be the best marketing

consultant in earth)
213.
Jay Abraham because of the way he has positioned himself and an expert
214.
Jay Abraham for two reasons.. 1. The magnitude of his success (model success)
and 2. because I believe that Jay has integrity which is number one on my values
hierarchy.
215.
Jay Abraham- It blows me away and our whole company is committed to the
process.
216.
Jay Abraham since he is new marketing strategy (or at least those I did not know
yet)
217.
Jay Abraham, because he appears to truly care for his clients.
218.
Jay Abraham, because he never gives up and is constantly coming up with more
possible ways to make you think about letting him help you.
219.
Jay Abraham, excellent track record, continues to learn, test, and analyze.
220.
Jay Abraham, provides tactics that are usable and work
221.
Jay Abraham, very daring and always able to convince
222.
Jay Abraham. Aside from brown-nosing (just kidding), he is able to show others
how to build their businesses and improve their lives, and, by doing so, does the
same for himself.
223.
Jay Abraham. Its simple yet effective
224.
Jay Abraham. He is able to educate his clients through a sequential process that
brings them to a pre-though out conclusion.
225.
Jay Abraham. He is the master.
226.
Jay Abraham. He Thinks Outside Box, he drives results, he picks himself up and
starts over when things dont go right & he has fun on the journey. And he doesnt
forget to be human along the way.
227.
Jay Abraham. His email strategy. It is so cheap and effective yet is asking for big $
to attend the courses. His cost per client must be incredibly good. He does eat his
own dog food.
228.
Jay Abraham. His strategies and methods for packaging and marketing information
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Why?
to business people might be a model for marketing legal information. However,
preventing lawsuits just isnt as sexy as making more money.
229.
Jay Abraham. I admire it because it works on me. Also, Mark Victor Hansen,
because both are based as much on giving as receiving.
230.
Jay Abraham/Chet Holmes. Your success is clear and it is all clearly designed to
serve the client. The financial results all come from improving the client situation.
No limits thinking.
231.
Jay Abraham; because of the blend of practical advice, free bonus information,
client friendly purchase options and dedication to deliver
232.
Jay Abrahams, by giving great education prior to the sale he has an extensive list
of people who are totally loyal and completely predisposed and ready to receive
and consider anything he wants to offer. Richard Branson because he cuts through
red tape and ads value to the customer and everyone seems to have fun.
233.
Jay Abrahams. He gets paid a LOT of money to help other people make more
money that he is making. I like the concept and the model, I wish I was better at
sharing his concepts, although I have been successful at helping a few people
substantially grow their businesses.
234.
Jay Abrahams. Im impressed with the bottom line results he has achieved for
himself and his clients.
235.
Jay Abrahams. He continues to be proactive and communicate his philosophy

through free and paid materials to his client base over many years, always
providing new ideas for one single purpose: to improve marketing.
236.
Jay Abrahams. It works.
237.
Jay Abraham-able to produce huge result with minimal capital and administration.
238.
Jay Abraham's. He knows what he is doing and is the Master at it.
239.
Jay Abrahams. It works.
240.
Jay and Chet Holmes
241.
Jay and Chet. Because it works.
242.
Jay is a great strategist and brilliant thinker.
243.
Jay Levinson
244.
Jay your great.
245.
Jay, I like the way you adapt marketing concepts from other industries.
246.
Jay, it work elegantly
247.
Jay, yours it is none stop and very useful.
248.
Jay. A. he got my attn.
249.
Jays
250.
Jays very broad, very personal, gets you interested
251.
Jays because hes making so much money working from his home. Also
organizations that have a mission focused on society (e.g. Ashoka.org or Grameen
Bank)
252.
Jays because I believe that he is helping a lot of people to reshape their thinking
about what business we are really in.
253.
Jays methods for hawking marketing strategies Dan Kennedys no BS marketing

NGC golf club direct mail
254.
Jays, Dan Kennedys, etc Perceived as High priced, and are, sacristy
Page 536

Why?
255.
Jays, he knows what to do and is systematic
256.
Jays, How do you get people to pay 5,000 per hour
257.
Jays, Wal-Marts, Dell, Microsofts: Value creation/service/benefits
258.
Jays. Always coming up with something new, even communicates to the little guy
like me who cant afford your services.
259.
Jays. He is constantly creating new products, provides breakthrough ideas, makes

his clients and potential clients feel like he only wants compensation if he really
adds value, and does a great job of staying in touch
260.
Jayshe always gives so much, even to those that cant afford his more
expensive products.
261.
Jaysit obviously works. And I am not just saying that for some pay-off.unless
he wants to.
262.
Jaysadmire the ethics, the focus on bringing extraordinary value to clients, the
teaching of success, the spirit of cooperation and community that it engenders.
263.
Jay's
264.
Jays, because I was sold and am pleased with my participation
265.
Jim Penn. He is a true leader who leads by example.
266.
Ken Evoys because of the range of his support and offerings
267.
Ken Roberts: He convinced thousands of opportunity seekers to become

commodity traders and to buy his products.
268.
Lands End they use technology to anticipate customer needs and market to their
customers one at a time
269.
Larger competitors in our industry, But they too have the resources and funds
available
270.
Leadership
271.
Learning Tree a competitor in the training industry.
272.
Lexus - combination of quality with service and follow-through to the end result,
using the manufacturing back-up of a large corporation repackaged as an exclusive
small company
273.
Luke Pennucci (fellow distributor) He is tenacious in ever regard of his business,

yet conducts himself with thankfulness
274.
Macquarie Bank is pretty good go into a niche market, build it up with quality and
deliver and get out when the masses get in. Why? Smart and effective.
275.
Mal Emery's. Honest, open, inexpensive and effective
276.
Marlon Sanders. He is organized, consistent, has a good look and feel, and
provides support at multiple levels to clients, prospects, affiliates
277.
Marty Rodriguez because she has been the number 1 agent for Century 21 for
many years now.
278.
Mayo Clinic referrals from all over, good medicine
279.
McDonald fastfood that is able to entice small children to want their burger
280.
McDonalds
281.
McDonalds create great systems & promote effectively even with an ordinary
product
282.
McDonalds predictable and want fulfilling.
283.
McDonalds the systems that have been developed are incredible.
Page 537

Why?
284.
McDonalds because they know how to upsell.
285.
McDonalds because they operate an a franchise and is a global business
286.
McDonalds they're everywhere and we wish we could make our customers come
back as often
287.
McDonalds, for they never quit.
288.
McDonalds, they can replicate anywhere in the world with teenagers. A true
system!
289.
McDonalds. Because Ray Kroc built a successful system for running his stores.
290.
McDonalds. I like the way they innovate, continue to grow and are very consistent
291.
Metagenics Health World They went from a mere beginner in the market to the
market leader within 4 years
292.
Michael Dell. Because he bypassed the traditional sales distribution channel for
getting computers to market and successfully grew his company business by
selling direct to end customers.
293.
Michael Dell. Because Dell Computers offer a great product with the ability to
customize for a reasonable price in a short time frame and they always seem to be
in the public eye with literature.
294.
Michael Jans because it is sometimes unorthodox, yet effective.
295.
Microsoft (2)
296.
Microsoft aggressive, effective, and does an awesome job preempting

competition.
297.
Microsoft continuous re-inventing of client benefits
298.
Microsoft creating dependence product, bundling,
299.
Microsoft dominates the software industry.
300.
Microsoft they dont give up. Once they set their minds on a market, no matter
how far they are behind, the persist, making refinements on way as necessary.
301.
Microsoft they get people to buy their products even though they are inferior to
other products
302.
Microsoft they have such a strong presence.
303.
Microsoft ability to go in and totally control a market by offering a great value

proposition
304.
Microsoft and Bill Gates its hard to argue with such market dominance!
305.
Microsoft and GE because theyve been so successful.
306.
Microsoft and Infosys Microsoft has a very effective partner program and Infosys
is the King of Quaility in our business.
307.
Microsoft because it's made them so dominant
308.
Microsoft, because they identified and then developed a new industry based on
potential they saw in the application of technology. They were able to identify
themselves as the brand leader.
309.
Microsoft, it blows my mind that a clearly inferior product such as many of the
programs Microsoft has sold over the years are used by the vast majority of
computer users, whether we like it or not. That is domination by association with
the hardware industry.
310.
Microsoft, they have a piece of everything.
311.
Microsoft, they managed to dominate an up and coming niche and rule it longer
Page 538

Why?
than they should have been able to.
312.
Microsoft, where they strive to maintain a new product stream to remain at par with
or ahead of competition, premium prices, partnering, trying to keep up with
market/technology trends all with a broad coverage model and lots of promotion.
They maintain an image and branding approach that suggests up-to-date, good
value for money and industry leader reputation.
313.
Microsoft. I haven't seen many people be accused of being a monopoly.
314.
Microsoft. They are dominant in their markets due to excellent marketing
315.
Microsoft. Because they create something that that they can reproduce cheaply
and sell expensively
316.
Microsoft. I just cant stop myself upgrading their new products
317.
Microsoft. They leverage wherever possible. The business model itself is highly
scalable and the companys management has made very effective use of leverage
throughout the life of the enterprise.
318.
Microsoft. They still grow and make more profit every day.
319.
Microsoft. This company is a master marketing machine. They hold events that
demo the product and teach new techniques to people who use computers. They
also recruit users of the product to be the main sales people for Microsoft products.
320.
Microsoft. To take the entire market with a smaller marginal
321.
Microsoft. Total domination.
322.
Microsoft; they seem be dominating their markets
323.
Microsofts, because they call the shots in their area, and can quash any
competition by sheer force of market power.
324.
Microsofts, because they call the shots in their area, and can quash any
competition by sheer force of market power.
325.
Microsoft-We make software to help you achieve your dreams. We do the same
thing with our services.
326.
Mircosoft Build dominat products, people want, they keep reinventing their product.
Try working if you dont have Word or Eexcel products etc.
327.
MLMs - systemise and replicate
328.
Moine and Tracy
329.
Mother Theresa. Giving is the best strategy of all. It works more than anything else.
330.
Muscle Media/EAS They publish clear information and help make educated
decisions in the sports world. I think they actually provide a valuable service to
society.
331.
My Dad had a great strategy of telling the truth and educating his prospect base
through free seminars in order to cull the few people who both wanted his service
of real estate investment management and were willing to come forward with the
necessary dollars. He didnt know how to sell, only to educate his prospects until
they had the same mindset as him.
332.
My dentist is the only one I see really doing any kind of follow up and semicontinuous contact.
333.
My former company because they have implement a systemized sales and

marketing process
334.
My own cause it works. I am constantly raising the bar of expectation in our

company.
335.
N/A (4)
Page 539

Why?
336.
Neal Shearing. He keeps his writings simple and not compex to understand.
337.
Nil
338.
No comment
339.
No idea
340.
No specific, but the guys who do stuff no one has done before is impressive when
the ideas are so simple.
341.
Nobodys---no one business has it perfect. It is people who run businesses, and
people always interprete the rules differently.
342.
None (11)
343.
None. However, I admire Jay Abraham, Tom Peters, Rob Frankel & few others.
344.
Nordstrom - SERVICE
345.
Nordstroms - their reputation for quality, and exchange/return policies
346.
Norstrom and DELL for superior customer treatment and service and great direct
marketing of DELL.
347.
Not sure (3)
348.
Not sure who I most admire, so Im just going to pick one off the top of my head:
Blues Clues. They ask their market what they want and give it to them. (9-10
months to make show, because they preview it 2-3 times with a sample of their
target audience.) They also challenged and proved wrong a key belief about their
target audience. (That the mind of a preschooler has an attention span much longer
than believedthey will stay tuned throughout a half-hour show.)
349.
Not thought about it until now
350.
Offering quality of service because I feel happy when I get it.
351.
One that works in todays economy a lot of the old concepts dont work the same
way they used to. The challenge is they still work but find the circumstances
and tactics to optimize their impact.
352.
One where all employees become a committed team or family with aligned goals.
This is how a company gets and keeps ahead. And its also the most enjoyable and
rewarding to work for.
353.
Only just begun to study.
354.
Our franchisor also runs a real estate office with an incredibly high level of
production.
355.
Ours! It takes belief in yourself to offer a no-results - no-pay system!
356.
Ours. Because it works. Because its relatively easy and inexpensive.
357.
Paddi Lund, focus on customer happiness creates a happy business (owner).
358.
Paddi Lundit is amazing that he had the courage to do what he did.
359.
Paddy Lunds because his clients have to do business with him on his terms
360.
Paddy Lund's and Southwest and Abraham's strategies because they are
mavericks to such an extent from the onset of their journey most people would
have to wonder if what they were doing was such a good idea!!! And they turn out
to be the best of the best.
361.
Past client, due to rewards given to clients and ability to sustain & manage massive
growth
362.
PayPalit provides a useful service, it makes money, and everything seems to be

on automatic pilot.
Page 540

Why?
363.
Pre Eminence because because it makes us operate so much better
364.
Probably supermarkets have some great methodologies. They know their

customers, they try and supply them with what they want in such a way that is
incredibly tempting, and try and evoke loyalty. They tend to know what part of the
market they want, though this is beginning to change and blur.
365.
Ralph Lauren because he continually innovates and leads the market
366.
Ray kroc a money machine for life
367.
Raytheon Corp. focus on hundreds of high-tech niche markets and the provision
of leading products such as the Patriot missile. They aim to dominate their
identified niche markets, shutting out prospective competitors with high technology.
368.
Referrals leverage your time and resources as much as possible
369.
Referrals and different marketing streties and one that predicts income!
Continuity marketing!
370.
Republican scammers who steal from the public and retire to the cayman islands
371.
Richard Brandson, because he takes on the established companies in the industry

and is beating them at their game by better value propositions (better marketing
strategy) Examples are Virgin Air and Virgin Rail and Virgin Coke
372.
Richard Branson phenomenal branding which has the ability to move swiftly
between products.
373.
Richard Branson, Virgin Group. Builds lots of high-energy small organisations
374.
Richard Branson.
375.
Richard Branson. He manage to pull everything together by unlimited thinking and

great service.
376.
Richard Branson. It appears that he has got his business on personality and let the
workers deal with the detail. He surrounds himself with people who can do the
job.
377.
Richard Pratt, Visy Board, they just have a brilliant customer focus. They put on 2
major functions (banquets with entertainment and with accommodation incl for
country clients, with an emphasis on family) for their clients per year. They retain
their customer base purely on this one strategy.
378.
Robert Allen & Mark Victor Hansen, and Jay Abraham, because they really seem to
go out of their way to provide their clients enormous value, and they are
phenomenally successful in the process (i.e., they are living examples of the
principle, The most self-serving thing you can do is to learn to be selfless.)
379.
Robert Allen ... He is so smooth, and yet totally ethical.
380.
Robert Allen always seems to be at the forefront of any new money making ideas.
He is articulate and presents his ideas in an attractive understandable manner.
381.
Roland Oosterhousehe is consistent
382.
Ryan Air. They're competing successfully in a highly competitive market offering

great service using out of the box thinking for unusal and innovative solutions.
383.
Salvation Army because they get the most out of the least
384.
Sam Walton of Wal-Mart. He built a tremendously successful business from

scratch.
385.
Sam Walton. With Wall Mart and $150 billion in sales/year, he created an empire
by involving and supporting communities.
386.
Sap and Oracle. But they are far from being perfect
387.
Schlumberger company. Built around being the expert with high quality well trained
Page 541

Why?
people and superior technology R&D. A leader in their field for over 60 years.
388.
Scott Davis, as you need to lead in your brand business, and Mikel Harry on Six
Sigma.
389.
Servant
390.
Seth Godin
391.
Seth Godin, because the word of mouth his marketing generates has a self
perpetuating nature.
392.
Seth Godin's permission Marketing
393.
Several: Abraham, Weiss,
394.
Sizzler
395.
Some concepts of Jay.
396.
Some internet marketers affiliate programs seem to be winners (eg. Amazon)
397.
Southwest Airlines, the courage to be different, the spirit and pride to encourage
employees, the smarts to craft a true low-cost strategy.
398.
Southwest Airlines. In an established industry with big name players, they have
redefined customer expectations
399.
Starbucks they have inexpensive workers selling water for high prices all over the
world
400.
Starbucks, created a world-class brand, dominates the marketing, Microsoft-the

same
401.
Stelios of www.easyjet.co.uk - he has managed to change the way consumers

consume his thinking is always 'out of the box'.
402.
Stelios of www.easyjet.co.uk - he has managed to change the way consumers

consume his thinking is always 'out of the box'.
403.
Stephen Covey, hes the #1 speaker on the circuit today.
404.
Steve Moellers, it is simple, to the point and focused.
405.
Stuller. Dependable and quality
406.
Successful ones
407.
Successful television and radio informercial producers because a little goes a long
way.
408.
Tarkenton, develop a business with minimal risk and sell
409.
Thats hard to say. Most strategies that come to mind are big bucks operations,
which I do not admire, because of the tremendous overheads involved. Sony and
Honda have always impressed me. One can purchase any of their products with
high confidence that it will perform excellently, and any problems will be quickly and
professionally handled. Probably the strategy that impresses me the most is Gary
Norths. There is a great deal of useful intellectual and analytical content offered to
his ezine subscribers, so when he recommends something such as your
December 03 course it should be taken seriously.
410.
The ability to offer try before you buy and better than what you paid guarantee because it takes great confidence and an excellent product or service for it to work.
411.
The Apollo Group, who runs the University of Phoenix. They are taking on the
education industry and winning.
412.
The different scenarios of Jay Abraham.
413.
The direct personal model, because it gets to you
414.
The Jay Abrahams selling of shavers to the pharmaceutical company. So many
Page 542

Why?
components put together to form the strategy, and really thinking out of the box.
415.
The man I mentioned in question 17.
416.
The ones that work because they work ( as long as they are truthful)..i like
companies that have a worthwhile mission and one of service
417.
The ones that workbut I dont know that many
418.
The PVC pipe guy Jay talked about who gave the salesperson the entire amount of
the first sale with each new client!
419.
The real estate, its one or the first we need !
420.
The same answer as 22 the reason I admire it, is because his company has grown
to be dominant player in the market and Microsoft have invented the rules in that
market through product innovation and offering value for money being ruthless with
competition i.e. (giving the Internet Explorer away for free to stop Netscape
Navigator gaining market share in the Internet) and great IT solutions, they have
transformed world communication and made a fortune.
421.
There are many pieces of various companies strategies which work well. But for
China, in our business market, one overall strategy which has worked very well for
Siemens is to generate a recognition of the overall corporate brand-name and its
association with ultimate quality and reliability. Thus, no matter how disparate the
product or market into which it is sold, the customer in China always seems to
associate the Siemens brand with highest quality perception.
422.
There are several strategies which I admire. One of the most important examples
is the rollout strategy used by Blockbuster movies.
423.
There is a mining company (shale, I think) that inspired us to implement the Line
Item Veto in our company.
424.
There is no single most admired strategy
425.
There isnt anyone in particular that comes to mind
426.
Thomas Leonard Coachville.com decentralized freed Thomas up to do only

the stuff he really enjoyed, got people involved and created huge levels of
innovation in the coaching industry.
427.
Those I hate like Microsoft
428.
Those shared by Chet Holmes because they preemptively position you as the only
real choice.
429.
Those that identify cutting edge technologies, exploit it as long as they have a
technical and commercial advantage (patent), then move to new or related areas
when margins shrink.
430.
Those whose deep drive is to truly serve and support all of their clients I get that
sense from Jay, as one example
431.
To be honest yours. Your ethic bribing and delivering far more value motivate me to
emulate this
432.
Tony Palermo high profit, low stress, low overhead, 100% cash, 100% referral
practice
433.
Tony Robbins & Brian Tracy -I buy their materials
434.
Tony Robbins the ability to create a dynamic business that helps others and is
wildly profitable.
435.
Tony Robbins and you, Jay. Youre the master of caring for your clients. I LOVE
your ethics and how you demonstrate these throughout your strategy. I love your
risk reversal and you high-price positioning (although I dont prefer having to pay so
much :) but you are the BEST!!!). Tony because he so relentless and he out framed
Page 543

Why?
all those old personal development speakers like Zig Ziglar and Brian Tracy.
436.
Tony Robbins strategy because it has a visual, an auditive and kinesthetic

strategies. And Osho International Commune strategies because they are amazing
in all aspects also.
437.
Tony Robbins, His success level and he always does things at the cutting edge
more than most. He now seems to be walking his talk as he says.
438.
Tony Robbins. Successful.
439.
Uncertain
440.
UNKNOWN
441.
UPS
442.
Using ezine to prospect. Because of the potential leverage.
443.
Virgin Atlantic - for surviving and prospering in a very tough business. Have stood
up to the (once) mighty British Airways, Admire them for starting up a low cost
carrier in the US market and in Australia in a very testing time for the aviation
business. Talk about doing the opposite of what your competitors are doing!
444.
Virgin. It works
445.
Virgin. It works
446.
W. Buffet because he looks long-term, he knows what he wants and what he wants
to stay away from, he doesnt go after fads or trendy stuff
447.
Wal-Mart
448.
Walmart
449.
Wal-mart -- convenience and low price -- easier than going to the mall and cheaper,
too
450.
Walmart and Amazon.com
451.
Walmart and McDonalds because of the cookie cuter approach. We plan to build a
multi outlet operation based on these concepts. Systemization, duplicable,
profitable,
452.
Walmart and South West Airlines, businesses from Built to Last
453.
Wal-Mart because they are number 1
454.
Walmart- for having the top computer system over the government in terms of
tracking inventory in what sells and what doesnt
455.
Wal-Mart, because they stick to their basic premise We Sell For Less better than
any other company out there. Their culture starts at the topno flash, just
simplicity. Every time they discover another way to make their operations more
efficient, it creates another win-win situation driving customer prices lower and
company profits higher.
456.
Walmart, find out what everybody wants, bring the price down where they can
afford it and they will buy it. In their field they are # one.
457.
Wal-Mart, great service, fantastic logistical integration
458.
WalMart. They know what they want to do, they know how to do it, and they do it.
459.
Wal-Mart. Wildly successful in whatever they do and even just by competing on

price and a phenomenally technologically advanced stock requisition and control
process are able to ensure they have their stock always available anywhere in the
country so that advertised goods and specials are always available. Creates a
positive customer and shopping experience. That is why they are the worlds most
successful off-price and discount retailer.
Page 544

Why?
460.
Walmart Sell to the rich and live with the masses, Sell to the masses and live
with the rich.
461.
Warren Buffet He invests in business as if he was buying them.
462.
Warren Buffet, Sam Walton; Mars Candy, stick to what you know, dont get too big
for your britches, stay in touch with your customers, manage by walking around
463.
Warren Buffet because of his patience and high standards; Merceded
464.
Well, I like the way Jay Abraham operates. Uses his own principles well when
marketing his services. Is honest, personable and has integrity.
465.
Wendys
466.
Why yours of course
467.
Why yours of course!
468.
Y2 Marketing - fastest growing marketing consultation network
469.
Yanik Silver. He makes compelling offers and seems to know how to find out what
people want.
470.
You probably hate it Jay, but to me this is the future. Have a look at Mandragone
http://mondragon.mcc.es/ingles/menu_ing.html. Please understand that I view the
world through the understanding that if we continue the expansion and rape of
mother nature at the current rate we are going now the planet will no longer support
the population in 2 generations. Less than 100 years from now. I believe there is
something fundamentally wrong with this thinking that a company had to grow
100% a year to be successful. Yes, just about everybody follows that road, but that
does not prove anything as far as I am concerned. I am willing to take a small
wager that 10 years from now 50% of the fastest growing companies (over the last
5 years) will no longer exist.
471.
You; it works
472.
Your strategy, Jay (without base flattery). Because your strategy helped you, to
become an outstanding Marketing-Consultant in the USA.
473.
Yours you see every interaction as part of the long term ability of leading that
person into a closer more trusted and dependent relationship while constantly
providing value and staying in touch.
474.
Yours (3)
475.
Yours (Jay Abraham) I admire the scale at which you operate - the high profile
clients and the results that you achieve.
476.
Yours is certainly among the best; I also like Steve Schiffmans approach to sales
very much
477.
Yours is one and there a lot of others that I have only just learned about in the last
few months and all of them are into internet marketing.
478.
Yours Jay. You ethically bribe us with all of these goodies, and top it off with
bonuses. Then slam us in the face with how awesome these programs are, all to
say you only have 2 live seminar positions available. All to set us up for the coup
degas, you only have 1,000 of the home study course. Wow, that's powerful!
Especially to us who have bought your products before.
479.
Yours- the comprehensive work product over past 10 years.
480.
Yours! It is convincing and engenders respect
481.
Yours, consistency in quality, execution, well thought out and planned. Always
informative and compelling.
482.
Yours, Jay Abraham; Because it is very effective.
Page 545

Why?
483.
Yours, Jay Abrahams. It seems so far away for me to do what youre doing.
484.
Yours, just because you do!!!
485.
Yours, widespread and seems to be very effective
486.
Yours.
487.
Yours. It makes sense and what I have implemented it has worked.
488.
Yours. Small business, very effective and efficient.
489.
Yours. You have the ability to inspire people
490.
Yours. Ive been an avid follower for a number of years. Your message and
information has always been the same (give or take), but the packaging is so good,
you just have to buy it again!
491.
Yours. In the few things Ive read on it will work.
492.
Yours. You have it all together.
493.
Yours.very very creative
Page 546
Question 32. Is Customer Lifetime Value (Marginal Net Worth)

Reshaping Your Marketing Strategy?
Question 32. Is customer lifetime value (marginal net worth) reshaping your
marketing strategy? If so how?
Total: Yes 388, No 302
Additional comments:
1.
80% of your sales will come from 20% of your customers. You *must* treat a
customer as you would your best friend - or your mother. Keep them smiling and
keep in touch.
2.
85% referral
3.
A client is potentially worth between $500.00 to $100,00+. I learnt about life time
value of a client many years ago, and know that even if I have to spend thousands
to get a company as a client, it is money well spent. I also know that I must keep
clients, and we are about to devise a customer retention program. I am also looking
at refining a strategic referral program.
4.
A new client is worth $5,000 minimum, worst case, and I havent defined best case
yet.
5.
Absolutely- It is foundational and changes all decisions to a more long-term

approach.
6.
Actually, not reshaping; we have been following long term sustainable goals &
strategies for many years
7.
After reading through Jay Abrahams Money-Making Secrets book, we have looked
at our customers differently, trying to think about selling to our customers, both with
respect to their lifetime value to us, and our lifetime value to them. The problem is
that our overall corporate focus has been too incredibly short-term to allow us to
win over customers with focus on long-term value, not just on short-term wins.
8.
All most all the profits are in the backend. Products and services are being
developed to ensure on going monthly sales
9.
Allowing me to know how much I can spend to acquire a client. I must temper this
with cashflow needs.
10.
Almost 100 % of the sales cost is given to sales staff who brings in new customer
to the company
11.
Although it does affect how I deal with clients.
12.
Although, were still getting our business off the ground, I understand the
significance of a customers marginal net worth.
13.
Always use the calculation to determine if the acquisition will be worth it down the
road, as well as how much to spend to acquire the customer.
14.
An average life time of 10 years is as much as I can expect from a delighted client.
15.
As stated, friends first.
16.
Asking for on-going referrals
17.
At least not discussed, but repeat business is something we work towards by

ensuring that people walk away happy, even if it means us losing money short
term.
18.
At this moment, trying to achieve it.
19.
At this point its mostly helping how I help others in their mindset about fundraising
and selling product to keep in mind the whole picture and what a client is worth
Page 547

over the long haul, and thus to not fret about spending more to get him. But have
not applied to my biz itself yet. Although it is making me more carefully evaluate
whether or not to work with a client.
20.
Because I know if I do a good job for them they will send me referrals their friends
relatives and they will come back to me.
21.
Because in many cases we are almost breaking even with some accounts and in
the future we get more business or they become more efficient and we make
money.
22.
Because of our high retention rate, particularly in some segments we are able to
spend more in gaining those customers, and we are focusing more on the market
segments that we retain the most.
23.
Because of the fact I provide a high quality piece of equipment that will last a
lifetime and a proposition any consumer is more than happy with I can go back to
them again and again with a plethora of other kindred offerings so I am shaping my
processes to allow me to access this and shaping the original offering to keep me
in position to take advantage of this.
24.
Because referrals and repeat business are a large part of real estate sales.
25.
Because there is loyalty of customers
26.
Before, only did one program; now designing backend seminars, and coaching
27.
Beginning to realize the importance of the lifetime value for the customer. Hence
we are changing our marking strategy
28.
Bounce back coupons
29.
Build and maintain relationships at all levels with client organizations.
30.
Business Vision
31.
But dont know the technical terms.
32.
But it should do
33.
But it should. Just beginning to analyze this.
34.
By building a relationship to get them to keep coming back again and again
35.
By continually improving the technical capabilities and the value of the products /
services create.
36.
By making and adjusting future income calculations against present costs and
market trends.
37.
By offering better up front risk reversal.
38.
By reshaping our marketing budget
39.
By setting up a repeat and residual income.
40.
Cheaper to keep the volume than to replace it
41.
Client as very high lifetime value. Working on increasing client base
42.
Commission for referrals
43.
Communication is important from the cradle to the grave and their needs never
end. I therefore market to the individual and not the organization. It is individuals
who make the difference. Take George Bush and Saddam Hussein for instance.
44.
Concept is of limited use, as client companies tend to shop around a lot and many
are deliberate one-time buyers
45.
Considering accepting low investments based on lifetime value to us. Also, as the
low investment compounds over time, value to us will also increase.
46.
Created things to give to customers to promote them using us and referring us in
Page 548

the future.
47.
Criteria for tactical decisions
48.
Customer retention is paramount
49.
Customers who have business service with us are signing up for personal use as
well.
50.
Definitely yes. It is a sort of emotional/rational intelligence combined. When you

understand the lifetime of a customer please forget all the ego trips and
concentrate in the profits to be earned. Dont lose your money making machine for
stupid controversies that occur everyday. These tragedies occur in business
everyday.
51.
Develop multiple streams of revenue per client.
52.
Developing further products and backend services to add on sell every 3 months at
recontact.
53.
Developing ways to stay in touch with customers by developing a preferred

customer program
54.
Dictates what we can do at the front end.
55.
Differentiate between high margin/long term prospects and all the rest.
56.
Dont be afraid to spend money on a new patient exam before they start treatment.
57.
Dont know exactly, but we are focusing on being able to develop products with our
customers and guarantee certain supplies.
58.
Dont know how.
59.
Dont look at short term profit, but long term relationship
60.
Due to the nature of our business which includes monthly support fees, we have
always considered the lifetime value of our clients.
61.
E track retention and annual purchases per customer
62.
Each customer has a very large lifetime value for us. We do not require a lot of
customers, just a few very strategic ones.
63.
Early projects may be less profitable, but then we mine the seam
64.
Easier to work with an existing, positive relationship than to form a new one from
scratch. However, the value needs to be reevaluated regularly. (I just "fired" a
long-time client because I realized he was using up a disproportionate amount of
my current resources without adequate compensation.) I am now looking for
clients where I can help over a longer period of time -- and adequate return on
investment.
65.
Educated me as to what I can afford to spend on acquisition and retention of

clients.
66.
Focus on creating backend
67.
Focus on fewer clients with greater needs and appreciation for what we do.
68.
Follow up, follow up, follow up. Spending a lot of time educating and keeping in
touch with our existing customer base.
69.
Following Pareto Principles
70.
For seminars, I am likely to offer reward for booking employee
71.
Found a way to get new customers but have to discount price.
72.
Frequently I give away our intellectual property toward the end of developing a long
term supplement customer.
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73.
Given that I don't really have one, I can't reshape it.
74.
Giving a lot before the sale to attract and making it easy for people to try our
service. Putting a lot of effort into creating valuable reports and being willing to
spend maybe 5 ties as much per lead as our competitors.
75.
Happy customers are my best salesmen
76.
Hasnt been a consideration in the past, but needs to be taken into account in
future planning.
77.
Have yet to establish what this amount is.
78.
Having lost so many companies lately, it has been necessary to refocus on lifetime
values to build future customer relationships
79.
Helps me understand what I am willing to spend to acquire a customer
80.
Here again you build that rapport with your customer and become their friend and
they will keep coming back to buy product from you.
81.
Hey, most of our revenue is annual licensing, so we are driven to think Lifetime
82.
I actually state in my patient information leaflet that healing is not an event, its a
relationship
83.
I always see it long term particularly referrals
84.
I am beginning to assess what each customer is worth long term and in turn how
much I am willing to spend to get them long term.
85.
I am considering giving away my first report (or two) to build my customer list
quickly.
86.
I am in the process of discovering the potential lifetime value of a customer for my

business and will aim my marketing towards those clients
87.
I am looking for sales with residual value.
88.
I am more willing to give commissions and to invest more to attract a client than I
would be had I not been exposed to this insight.
89.
I am no longer looking to milk the customer to the max when we first meet. I am
using the premise of underselling, and over promising. I know that every prospect I
close is worth $1200 to me per year. So I am not worrying about the extra $5000 I
can get from up selling them over the course of our relationship. I know if I relax,
and give them a superior service, most will buy the up sell in design. Adding $5,000
to their lifetime worth.
90.
I am not aware of this concept.
91.
I am now putting more effort on my present customers than I did before.
92.
I am now recognizing the value of long-term relationships to clients as never

before. Even if they only purchase once every three four years, an ongoing
relationship of communication and goodwill has great potential for the development
of a referral network.
93.
I am still trying to figure out how I can create a backend for my sales. Most sales
are one-time sales.
94.
I am still trying to figure this part out.
95.
I am thinking... What else do they need and are willing to pay if I give it to them?
96.
I am trying to develop our business strategy based on the lifetime value of a

customer that is repeat business.
97.
I am willing to make a loss on the initial sales to bring in customers by offering

incentives/discounts on the first sale
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98.
I am working on figuring out the marginal net worth (we are a startup so need some
time to find back end products, how much, how many etc). Now that I understand
that model though it changes entirely the way I look at obtaining clients not a one
time sale a 10, 100 time sale from one client.
99.
I calculate LV for each engagement
100.
I can invest more to get the client.
101.
I can offer them "appreciation" gifts for choosing us, which have a higher perceived
value than actual value.
102.
I changed the commission schedule higher, based on the fact that we retain so
many. I basically give away all the profit from the first years sale to salesperson,
like Jay said!
103.
I come from a lot of experience in direct sales/network marketing. I have always

understood the value of a customer.
104.
I do know the importance, just havent capitalized on it.
105.
I DO realize how important the ongoing income stream is from my present clients,
so I am diligent at reaching themin some wayalmost every month.
106.
I do understand the importance of determining the marginal net worth of a customer

and taking the long view of the relationship
107.
I dont high pressure people any more
108.
I encourage customer retention by developing some discounted counteracts for

long periods of time.
109.
I get Client in by offering a simple product at breakeven, but they usually purchase
more the more they learn about better opportunities.
110.
I give the first hour free.
111.
I had never thought of my customers as long-term income streams. I am spending

more money to develop a larger customer base.
112.
I have been thinking about it & have applied it to service contract pricing.
113.
I have clients for long periods of time with one over 15 years and most going at
least 5 years. Life time value has me thinking of not only consulting services but
other services that this client could be buying. I am referring other companies to
them and have one strategic alliance and looking at others.
114.
I have clients who have used my services for more than 10 years and regularly
refer others. I focus on getting those referrals, so existing clients pay off that way
for me. The more clients I get, the more referrals it results in.
115.
I have taken on some new work that I probably wouldnt have based on the initial
pricing and profitability
116.
I have to little sales and marketing because I realize that quality outcome will have
the client calling you and referring you on-goingly.
117.
I havent yet fully implemented, but I believe it will.
118.
I just learned about MNW and spent some money to make some money and it
worked. Got a new customer.
119.
I know how much to allow for the acquisition of new clients.
120.
I know recognize just what a large investment of time (and money) is practical to
get a new customer.
121.
I know that I can offer free services and still make a profit.
122.
I know that I may not treat every little thing the patients first visit but if I treat them
properly and they trust me then they will take further recommendations the longer
Page 551

they stay in my practice
123.
I look at all the various products and services my client would enjoy and benefit
from as well as using it as a tool to keep in touch with them
124.
I look at the long-term value of clients and as a result Im willing to put more
importance on acquiring, nurturing, reselling and maintaining clients than my
competitors.
125.
I must admit, I have given it some thought as to what else I could do for my
customers to help them and I have a new product in development.
126.
I need to develop a backend for my product. I need to generate my database so

that I can contact my customer. They are loyal when they can find me. I need to
make it easier for them to contact me.
127.
I never looked at the annuity concept of client value till your books. Now I try to not
only sell a seminar, but also tie other services that last past the seminar
128.
I now know how much I can afford to spend in reactivating old patients or if I begin
to advertise how much I can afford to spend.
129.
I now subscribe to a marketing program called Service For Life. Its a newsletter
that is extremely informative and utilizes direct response marketing and curiosity to
compel a high level of loyalty and referrals from my clients. I have been using it
only for three months now.
130.
I offer on my website multiple choices to allow my customers to buy more times

than what I could do with a mini-site, which is usually one of the preferred online
marketing weapons. I have built a collection of mini-sites, to sell not just the
hamburger, but also the chips, salad and coke and coffee ;)
131.
I often give advice, assistance, and even materials free, to assure people enjoy
success, and they become loyal supporters.
132.
I realize how much I know about this, and how hard it is to convince someone else
to track them and use them to optimize your results.
133.
I realize now how much it takes in time and energy to create new business, when I
would prefer to have business by repeat and referral of my current and past clients.
134.
I realize the value, and just need to implement better.
135.
I segment my customers by their marginal net worth to me. My "best" customers

are "A" customers. These are the 20 percent of my customers who give me 80
percent of my business. Needless to say, they get my highest priority attention.
My "better" customers are "B" customers. These guys require more servicing and
time investment on my part to achieve the same volume and profit objective as
compared to the "A" group. But with time and cultivation, I expect to be able to
move some of these guys into the "A" category. Finally my "good" customers are
"C" customers. These are my new or recently identified business targets that I
intend to develop repeat business with. There is constant changing of customer
names in this "C" category as I weed out those that I do not feel are worthy of
continued future effort and time.
136.
I sell front-end cheap
137.
I spend a lot more time taking care of my core now than I used to. I get them to be
my primary advertising and it is very successful for me.
138.
I tend to invest a bit more to get new customers and retain existing because I know
how much are they worth to me.
139.
I think about it, and I market to my customer base each time I come out with a new
book or product
140.
I understand that if I can do even a small amount of work up front for a businessif
Page 552

that work performs theres a chance more will follow. I can therefore afford to court
the right potential clients.
141.
I want to find powerful methods to keep locations.
142.
I want to keep every client for life.
143.
I will do a lot more at the start of working a new client.
144.
I will improve my contact effectiveness
145.
I will know what could be expended to obtain a new customer.
146.
I will soon be able to sell other financial products-before it was a one time sale w/
maybe some referrals
147.
I worry less about attracting new customers and more with satisfying those I
currently have.
148.
Im offering very generous rates for my expensive product. I definitely will develop a
back end. Upsell/Downsell/Cross-sell has become realer to me. I have to think
more about these aspects.
149.
Im increasingly willing to take a loss on my first sale, to acquire a customer. Also

Im focusing now on educating prospects so they realize just how valuable my
services will be to them over time.
150.
Im increasingly willing to take a loss on my first sale, to acquire a customer. Also

Im focusing now on educating prospects so they realize just how valuable my
services will be to them over time.
151.
Im just starting to think in terms of how I can provide value in the future to my
clients after the initial sale.
152.
Im more aware of who might do more down the line and how I can build on that at
the front end. This information is gathered by Listening to the client, observing their
work environment and accessing the needs.
153.
Im nice to those I deal with and look at deals and requests as part of a long term
relationship
154.
Im not so fused about making any money one the first or second sale.
155.
Im trying to cultivate more revenue from our existing clients rather be in the client
gathering business. We are doing this by expanding our services in many areas.
156.
Im working harder than ever to keep clients, and to get 100% of their business. I
want to eliminate all others who compete for $$$
157.
Ive been looking at our business from this perspective from the outset. My real
problem is that I sometimes tradeoff too much near term and essential current cash
flow for the long term residuals.
158.
Ive never used customer lifetime value to see how I could increase sales. Now, I
offer 25 50% commissions for referrals. Offering higher reward for referral
business
159.
Ive only begun to understand marginal net worth since your book(s) and tapes.
160.
If he likes the ROI he will come back again and again
161.
If I can earn so much per customer, then I can afford to cut special deals to
increase their fundraising efforts.
162.
If I can get the customer to sign a maintenance contract, the price is lower since I
will make more money over the lifetime of the transaction
163.
If our customers are trading successfully they have an enormous lifetime value: 1.
Commissions and referral fees2. Upselling new products (new books, new seminar,
maybe new advisory services). Most customers buy more than 1 book, and
Page 553

customers, who took a seminar and trade successfully will attend a new seminar.
164.
If we can keep a client for an average of 10 years or more (and we do) on our
effectively till forbid billing basis, the present value could be 10 or more times the
first years fee. Thus we can afford to pay quite a bit for the acquisition of a client,
and even have a negative cash flow (theoretically) in year one.
165.
If you help people to better themselves, they will spread the word
166.
II need to keep the product at high quality so they keep coming back and I will offer
them new products as well.
167.
Im changing our compensation program to make sure we keep the customers and
creating measure to identify how we are doing with them.
168.
I'm now reconnecting with my prior customers, and developing a newsletter to send
out on a regular basis. One that includes some useful information and also ends
with a way for people to contact me.
169.
I'm paying much more attention to the people I come in contact with through my
business.
170.
Impossible to establish value.
171.
In every way; we have the most unique products and services that I am planning to
structure a full strategy from our first contact with each client to the end of their life!
172.
In two ways, what I am prepared to put into gaining a client ie $s plus I am

prepared to take more time getting them ie building the relationship and not giving
up at the first No.
173.
Increased focus on the back-end, both our own back-end and the back-end
opportunities for our clients.
174.
It can change the life, not only in healthier body
175.
It can make it appear I am doing something for free with the offers I create - when
in actual fact over time the client invests more
176.
It cant reshape my strategy because it has always been a part of that strategy.
177.
It certainly was thought of in shaping, but it is too young a method at this point
178.
It determines what I am willing to spent to acquire a customer
179.
It forces us to constantly look for ways to improve customer service and the number
of ways we can serve the customer
180.
It has always been a focus of ours to concentrate on the long term value of a
customer. Unfortunately, our competitors are so short focused that they are
continually damaging the whole market by fierce price wars.
181.
It has always been the focus.
182.
It has always shaped my entire business. Happy customers are the lifeblood of my
business.
183.
It has influenced the level of service and the level of complimentary services and
products that I give new and existing clients to create a greater perceived value in
dealing with me.
184.
It has taught us to always think long term with a client. Also to think about who we
want for clients. And who we target 20/80 rule and dream 100.
185.
It helps the staff to understand and be very appreciative of ALL customers.
186.
It helps us understand the lowest price we could accept
187.
It is being used to a limited degree in initial bidding for consulting contracts. But
you have to be careful here so it really influences us to provide a limited initial
service to the client for a fixed price. If this initial contract is all the business the
Page 554

client ever does with us, then the startup effort and costs make the exercise
marginally profitable. If, however, the client continues on then the extra startup
effort and costs will prove worthwhile over the customers lifetime association.
188.
It is but I have a hard time putting a value on it because our business is not a big
repeat business.
189.
It is certainly something that I try to bear in mind. I periodically get requests for
certain information lookups from our media contacts, and I try to fulfill them
posthaste, figuring that helping them out will help me out long-term. These people
may be low-rung (reporters, writers) right now, but in term they will become higherlevel editors, publishers, etc the higher they rise, the better for us.
190.
It is cheaper to retain an existing customer than source and service a new account.
191.
It is easier to sell to your existing clients than to new ones as the trust has been
established. Information Technology changes so quick that there is always new
products to sell.
192.
It is the one most important value to protect to improve your businesss bottom line.
193.
It is very important in our business to maintain customer contact and value.

Customers are being added every day and customers are leaving everyday (not
reordering) because they have not been contacted after the first or second sale.
We must work harder and smarter in retaining and upselling our customers. It will
build a stronger company and healthier customers.
194.
It isnt really reshaping since I used Jays ideas for huge successes in past
businesses. But one average realtor is worth at least $20,000 per year, so cost
isnt the issue. Its more what to do to get through to them
195.
It make it much clearer what you can spend/give away to bring in a new customer
196.
It makes me take great care with my current clients and I make that known to
prospects.
197.
It means, we have to also focus on back-end sales, as well as focusing on frontend sales.
198.
It puts a different focus/value on/to a client
199.
It relates to client retention stats (no one beats us on this front) which helps attract
more clients.
200.
It reshaped it long ago. Repeat business is key for us.
201.
It should be but isnt
202.
It SHOULD be, of course!
203.
It should however as my greatest profits are realized on the actual sale up to 5

years after the initial transaction.
204.
It takes a lot of energy to find new clients, so it helps to keep in contact with the
current clients. If not, they will drift to other companies.
205.
It taught us the value of nurturing our client through constant and systematic
contact.
206.
It wasn't something that I was aware of until your books/tapes arrived. This is
something that I've been working through my active customer list and am seeing
what you mean by the lifetime value. Now I'm attempting to bring it into my
business some way.
207.
It will. Keeping our customers is job 1
208.
Its easier to get them to buy again than to find new clients. They are greatest
source for referrals.
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209.
Its easier to market to some one who has already purchased one of your products
210.
Its easier, less stressful, and more profitable to keep a customer. Also sets up
potential for backend sales and profits.
211.
Its my key marketing objective
212.
Its not reshaping it because Ive always focused on it
213.
Its not re-shaping my strategy; its a part of my appreciation of how a customer can
be profitable even if the initial sale becomes a loss.
214.
Its too soon to know and the business is still too small
215.
It's a concept that I'm still thinking about. For most conventional products it would
have a massive impact. There are only so many homes a person is going to buy in
their lifetime, but there are also friends and family members to consider. For our
business. The customer's lifetime value should also include getting credit for
referrals.
216.
It's changed my whole marketing approach! I now realize that I can practically bribe
someone to refer their friends to me, then bribe the friends to try out a massage
from me, and I still come out way ahead.
217.
Just beginning to understand what that is. I need a lot of education on how this
strategies work in my field of business.
218.
Just starting to understand how this can be applied to our various departments.
Have not taken any serious action to date.
219.
Keep looking for ways to fully exploit the hidden value but first keep them loyal!
220.
Knowing how much a patient is worth to me long term makes me willing to spend
far more to obtain them (especially in my new venture of coaching)
221.
Large discount for 1st sale
222.
Lifetime value is implicit in the strategy Ive adopted: First, help clients succeed,
Then, obtain their employee benefits business.
223.
Looking for ways to do small projects first to introduce clients to my services
224.
Made me aware that I can give up some income to land the customer but make
even more over the life of our relationship
225.
Makes me aware+
226.
Making little money at the front end and more later on.
227.
Making sure that all we do, say is congruent to the aim of retaining clients, absolute
integrity in all we do
228.
Mining them for referrals
229.
More direct mail to specific customers spending less on mass market shot gun
approach
230.
More emphasis on aftersale contact to improve customer retention
231.
More focus on client selection
232.
More focused on client value and getting more lifetime value from each client.
233.
Most definitely. This is the lifeblood, the backbone of our business because we
expect our customers to use our products for many years and introduce others to
our products. The cost to get a new customer is many time the cost to maintain an
existing customer. On average we expect a customer to buy up to12 times a year
and stay with us for at least 5-10 years.
234.
Most of my business comes from my repeated customers. I give them generous

discounts.
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235.
Most of my profits come from backend sales to existing list members.
236.
Mostly one-off sales at this point
237.
My business is the cash flow industry so I focus in the factoring (accounts

receivable) financing area for that reason. It provides recurring income. I know that
is not what you want but it is the place that I started. I will generate other features
and benefits to keep them for a lifetime.
238.
My clients pay me monthly fees
239.
My clients will become my partners, their clients mine, and my clients theirs, the
goal is long term mutual satisfaction while creating and sharing useful unique
products
240.
My entire business is based on the lifetime value of my clients in building my good

name and passing this on to new clients
241.
My main emphasis is on finding new customerswe know what to do when we find

them. Problemswe lose them faster than we find them (good ones).
Bankruptcys; going out of business; no money allocated for our services/products;
contacts downsized.
242.
Never ending followup.
243.
Never thought about it this way before and I am now building in metric points in
the work we are doing so that we can determine what it is like once our business
grows more and more. We are also building in check-in points in our calendar to
see how things are growing and changing.
244.
NO ITS PART OF OUR STRATEGY
245.
No quantitative studies yet. However, it is something that I've integrated into my

thinking thanks to Jay.
246.
No, because our product lasts more than 10 years ... however, we treat the
customer right and help him to the best of our abilities in all scenarios and have had
great customer feedback.
247.
No, we have always been keenly aware of the long term value of our practice
members. This is probably why we have been able to keep our doors open in spite
of a very low new patient volume. Once we get them, we keep them so we dont
think twice about giving away the Big Bang services on the first visit.
248.
Not as much as it should - but it does affect how we price the deal
249.
Not at this stage.
250.
Not at this stage.
251.
Not going after competitive low margin business.
252.
Not in that context exactly although we do focus on high value clients and
retention strategies
253.
Not only do we want to increase the time that a person will stay under care but we
also want to be the source where they purchase their vitamins from and come to for
general health advice.
254.
Not really reshaping but focusing on delivering lifetime customers to my customers

for them to realize the benefits of my association
255.
Not really. We retain virtually 100% of engineering clients and we are not likely to
retain a large percentage of surveying clients under any circumstances (these
clients are mostly individuals who may have a survey completed upon purchasing a
piece of property and will probably not have another survey unless they purchase
another piece of property - perhaps years later, perhaps not0.
Page 557

256.
Not reshaping has always been the cornerstone of my approach.
257.
Not reshaping as much as shaping (Ive taken it into account from the beginning).
Im offering some services with low or no entry cost just to begin to build a
relationship with the customer.
258.
Not re-shaping, because we have been using this concept for quite some time.
Couponing/complimentary haircuts for new stores, bounce-back coupons and free
services for new Clients.
259.
Not reshaping, but we must consider it, because as competition grows we must
think of ways of keeping our customers
260.
Not sure what this means?
261.
Not yet, but Im fully aware of the concept and how it can be applied.
262.
Occasionally, when I am reminded of it.
263.
Offering more services to ex-clients, building and linking each consecutive contract
with a client for add-on value
264.
On average a client will pay off a loan in 7 years. That is repeat business every 7
years and if sooner an investment loan prospect. The marketing strategy is based
on referrals from this one source and their referrals thus enhancing lifetime value of
each client
265.
On the lending side we will now do smaller deals to get the relationship so we can
get referrals and also get more business in the years to come from the client.
266.
Once I gain a customer, I want to hold on to them and keep them coming back for
more of what I offer.
267.
Once they buy, theyre supposed to keep renewing every year.
268.
Order made kitchen market has no back-end product; therefore it is difficult to

calculate what actually is a lifetime value of an average client. To be able to
communicate with clients as often as possible, I am trying to develop a series of
back en products that will allow us to invite a client to buy from us on a constant
basis.
269.
Our annual upgrade contracts are very lucrative to us, so we spend a lot of effort
trying to keep customers.
270.
Our business model has always reflected lifetime client value
271.
Our customers all rebuy.
272.
Our guarantee is not really focused on the one time sale but to ensure that our
customers will come back to us. Our philosophy is not that we will not make
mistakes, unfortunately we will. Rather we focus on what we can do when a
mistake may be made.
273.
Our profitability is determined by how long we can maintain a client relationship.

The longer the relationship the more profitable the business.
274.
Over the course of 20 years, each and every one of our largest annual customers
have gone out of business or been bought by a competitor.
275.
Over the past few years we have changed our entire focus from providing
engineering consulting services to technology transfer and software licensing. All
software licenses have a mandatory annual maintenance fee.
276.
Partially. We offer first translation for a prospective client at cost.
277.
PEOVIDE BEST CUSTOMER SERVICES
278.
Planners are trying to create the family office where clients are kept from one
generation to another.
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279.
Pretty much. The existing clients love us and are loyal to us. Even though we go
in to look after their network, they ask us to
280.
Preventative steps taken today may save a lifetime of suffering.
281.
Really important in this business, as a student may return many times each year
and for a number of years. I know that keeping in the eyes of your customer base is
vital and cost effective
282.
Recent recognition of this vale and switch from immediate sales potential to LR
value of a relationship
283.
Recognition that this is a viable concept. We have a limited universe of customers.

To grow our business we need to develop & introduce new products & services
with customers who are already using our traditional products & services.
284.
Recognizing the potential value of a good client
285.
Reducing up front pricing when we can determine there is a long term potential with
a client.
286.
Referrals and repeat purchases have immense value to the growth of my business.
287.
Relying on two existing customers for all our work; scary, especially since the
percentage-based one has been underbidding jobs
288.
Repeat business
289.
Repeat business is gold in my work - and the advocacy by others is the best sales
tactic since sex. I work on building authentic relationships and added value with
every customer and every person I encounter at that customer.
290.
Repeat business is less expensive to keep than new business
291.
Retention is paramount as well as back end sales
292.
Right now I am only working with my clients for a year. I have not proven my self
yet. I do plan in the future to have my clients pay a higher monthly fee plus a royalty
for the 2nd year for using my techniques.
293.
Satisfied customers, best advertising is word of mouth. Residual income.
294.
Seeking more applicable info on subject for our line of bus.
295.
Should
296.
Shows potential of prospects.
297.
Since 60% of our business is from repeat customers or direct referrals, we have
always considered the long-term value of our customers to be very important. The
problem that we are faced with is that many of our customers are now at the age
where they have children in college or are about to retire and either dont want
more artwork because their money and their kid go to __XYZ__ college or they are
downsizing and want to sell the prints that they have.
298.
Slowly. Weve done the events so sporadically and with poor record keeping. Were
just starting to track how much money we spent and how much was received. But
in the next cycle of events this should help a great deal.
299.
So far, all my clients have been one-time purchasers. I dont think Ive been in
business long enough to know the customer lifetime value to my business at this
time.
300.
Starting to. Can invest more in marketing when have clients who stay for year(s)
301.
Strategies can not just be for the short term. We have to constantly be looking long
term (definition of success.)
302.
Sure, it tells me how much I can spend to get and keep a customer. I also try to
figure out how I can increase this average.
Page 559

303.
Thanks! Have to look into this.
304.
The big money is in retaining customers, so we make the effort necessary to keep
them
305.
The customer get experience.
306.
The customer lifetime value is reshaping my marketing strategy This is currently

the main driver in identifying prospects. I do need customers who will continue
purchasing from me. There is not much value in doing business with people who
will provide a customer lifetime of less than 1-2 months of business.
307.
The more money that they have, the more opportunities we have to invest for them.
308.
The more services they buy from us, the more dependent they are on us, which
keeps them here longer with a bigger spend
309.
The need for residual income to maintain and increase Cash Flow.
310.
The product is lifetime and the client captured via a data base for future product
offerings
311.
The value of a supplier who you have developed a long term relationship with is
immense. You no longer have to fight every season for their product and I am
working with those partners to build their business by virtue of our previous
success, and so build mine. Referral and credibility.
312.
There are two ways this is becoming more relevant. Firstly that it is the reason for
our continued contact process for the database. Sooner or later they buy
something else or start to do business with us. It is also why we have just begun a
small in-house publishing division since this gives us another raft of information
products to offer the database. Lastly we are looking at the cost of converting a
customer and the average customer LTV now that we have been in business for a
couple of years. This may then change our initial offer but not sure until we have
the numbers in.
313.
This allows you focus on the client not on just more clients. How much dose it cost
to get and keep. The profits in the back end. What other service can I back end to
my client benefit
314.
This concept I learned from Jay has changed how I look at a client rather than
trying to see them as a one-off and not worth the effort in some cases, I will try
harder as I can see over a period of time they are worth far more.
315.
This has a huge impact on what we are now doing; giving away dinners, focusing
on referral programs from our top patients, etc.
316.
This is one area that I have definitely used.
317.
This is one area where I feel the company falls way short. When I was in another
company (cell tech.blue green algae) I had about 18,000 people who bought almost
one million dollars of month of product...with trivita I know have 17,0000 and they
buy just over 100,000....this is why I encourage my people to go after their own
customers as well...the company has just now fully endorsed people getting their
own people by giving them a huge percentage of the first sale...I would like to see
them offer more GREAT reasons for going on ARO but they have not done it
yet...however, they say they are working towards that..right now my customer value
I estimate at around $7, meaning for every 1000 customers I will have a monthly
volume of $7000....I believe this can be much higher...as I have 17,000 people now
and am growing over 1000 new customers a month, this would increase everyone's
paycheck and make everyone happier, because as of now the biggest drawback
with trivita is that it has been slow to grow a check...when I had 18,000 customers
with cell tech, my check was over $50,000 a month...with trivita it is only
$6000...and the little guys on my teams, after a year are making less than 1000..the
Page 560

company is actually reworking a new comp structure to correct this and we should
have it this week.this is still a young company but I like that they are willing to make
changes while holding on to their mission
318.
This might shape it in the future, but maybe not. Once we have a customer, they
typically make the largest purchase initially. We sell software maintenance
agreements, which only equals 15% of the original price, so it would take us 6
years to double the original sale. Lifetime value may make sense for the company,
but not for an individual sales rep who often doesnt spend 6 years with one
software company.
319.
This was taken into consideration from the beginning
320.
TO A DEGREE. THE LIFE VALUE IS PROBABLY NOT HIGH ENOUGH TO

WARRANT LOTS OF EXPENSIVE PROMOTION.
321.
To get off the ground, am offering low fees, temporarily.
322.
To keep a customer for lifetime would guarantee your business, as well as a means
for referral marketing.
323.
To some degree, but not much. We have dedicated staff to work on one with our
profitable used equipment area. We dont really know the lifetime value of a
subscriber or advertiser.
324.
Trying to figure out how to incorporate it into strategy
325.
Trying to find ways to have more products to offer and joint marketing.
326.
Understand the return spent on gaining a customer whom we keep is repaid over
and over
327.
Understanding how much a customer is worth does two main things: first it makes
you realizes that you may be able to spend more to get them, and second it makes
you realize just how valuable they are and therefore increases the willingness to
expend energy to keep them.
328.
Understanding this concept allows us to make generous deals with partners, in

order to get our product and services into the market place at very low up-front
costs.
329.
Using email to follow up our repeat sales as most customers do not live in our
country as they were tourists
330.
Very much so, thank you Jay this really hit home!
331.
We add new services to increase our profit
332.
We are aware of lifetime value but dont have a strategy.
333.
We are focused on selling and developing products that have greater backends.
334.
We are going to focus much more on customer retention then in the past
335.
We are implementing specific strategies for the after sales market.
336.
We are more willing to invest in a customer on the front end to solidify the likelihood
of returns on the backend.
337.
We are offering some bonuses to our prospects for signing up which we hadnt
done before, as well as putting in place some generous referral systems to our
employees which will not only help us gain more clients and employees, but also
improve their loyalty, performance, and pocketbooks.
338.
We are providing more personalized service and better pricing to those patrons
who appear to be longterm customers.
339.
We are starting to figure it
340.
We are starting to figure out how we can add other services and products after the
Page 561

initial purchase so that we can increase their lifetime value.
341.
We are willing to spend dollars attracting clients
342.
We assess what each customer is worth and analyze what we will pay to acquire
them
343.
We attempt as much as possible to understand the potential lifetime value of a

customer and use that when determining the maximum level of resources that
should be employed to attract and retain them as customers.
344.
We bank heavily on repeat customer business and backend market. We also use it
as a base to establish referrals.
345.
We better analyze how much to spend to get a customer
346.
We can afford to spend a considerable sum to acquire a new client
347.
We changed our pricing model to be a yearly subscription model so we could

increase the lifetime value of a client. We have also added other service like
consulting and started selling supplies to make the lifetime value higher. We have
also made arrangements where we give away the first year of a product to a host
company and we get the renewal value.
348.
We do look at the quantity they mail, how often to determine how much effort to try
to win a customer.
349.
We do understand the concept but very difficult in a large capital intensive project
business where each new project is bid and there is little assurance that many
customers have any value beyond the current project.
350.
We dont know what that value is.
351.
We endeavor to meet the customers needs adequately to both retain them as a

repeat Guest and as a referrer of new Guests. Covered in our business plan and
Guest Service Associate procedure guides and memos.
352.
We expect to retain clients for life. Therefore they may require more time in terms
of relationship building in the earlier stages.
353.
We focus on long term relationships with our clients.
354.
We give away our first years profits to develop long term relationships.
355.
We have always aimed for "dedicated" customers, and now are not only thinking of
the cost angle, but also the how to reach angle
356.
We have placed a high value on customer retention and would like to implement a
good follow-up program.
357.
We have started calculating this and allowing this to shape the kind of incentive
deals we offer to new clients.
358.
We have systems to help a business owner in all areas of business. Our trouble is
getting them as a client in the first place.
359.
We have to make the most of what they can spend here for care.
360.
We historically keep our clients on the books for long periods of time, and we strive
to motivate them to place more and more of their business with us.
361.
We identify and offer perfect service to our most profitable customers, by margin %
362.
We know it, its hard to extend beyond end customers commitment.
363.
We know that each of our customers are worth well over $25,000 over the lifetime.
Were patient and we work on them systematically.
364.
We know that we must win new customers and can easily justify making it easy for
them to come to us by what jay calls superior access vehicles.
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365.
We know the value of our customers and so we are happy to make no profit on the
front end
366.
We know what to charge and why
367.
We look at customer value in the long view. What are they worth to us for the
lifetime of the relationship?
368.
We market, for the most part, consumable products which must be reordered and
we have a method in place for that to be automatic
369.
We provide an ongoing subscription service, so anyone we add should be a client

ongoing. Therefore every new client is a cumulative addition we don't have to
resell too hard to keep clients
370.
We realize that we have a limited customer base, so we value our customers.
371.
We recognize the value of lifetime value, but do not buy jobs because of people
limitations. However, we have proposed, but never sold, performance based jobs
with remuneration tied to measurable results.
372.
We tend to generate more work every time
373.
We tend to have fewer customers rather than more and have always valued their
value.
374.
We thought about cost of acquisition and retention differentlyand are making sure
all the employees appreciate---strategies to retain customers have generated
thousands of found dollars
375.
We track how much business we get from individual Case Managers and make
every effort to build on the relationship we have with them.
376.
We try to keep our customers as satisfied as possible and to try to get them to
increase attendance or services. Every person who attends our center has to sign
up for continuing attendance, so it is very real here.
377.
We try to make the customer's 1st buying experience a pleasant one...so we can
expect to see them at least 3 more times
378.
We try to negotiate the set up fee in order to get our foot inside the door. As we
charge a monthly fee for our services
379.
We understand how much we are willing to pay for each new contract.
380.
WE WANT TO KEEP THEM FOR A LIFETIME BECAUSE OF THEIR VALUE
381.
We will be willing to spend more to get a customer and also we are working on the
backend.
382.
We will concentrate more on prospects who are heavy users and will price initial
projects with them at a low rate to establish a business relationship.
383.
We will need to have more focus on retaining the clients we have
384.
We will need to have more focus on retaining the clients we have
385.
We will take lower fees initially to get their business.
386.
We work closely with small relationships which help me stay alive
387.
Were beginning to look at this in terms of where we should be spending more of

our efforts to close additional business (see how high is high) but also to get a
sense of how much we can afford to spend to get a new customer in the door.
Right now cash flow restricts our deal flow.
388.
Were more open to reducing fees the 1st year to get the client
389.
Were new in business, so as we continually discover that the lifetime value is, we
can provide more non-live touch both at the beginning of the relationship and
ongoing. Were also putting in place a commission strategy that pays our
Page 563

salespeople more for selling to existing customers than new ones.
390.
Were not afraid to lose money on the first order
391.
Weve not implemented this concept yet, but will. We will rearrange our sales
commissions to reflect this strategy.
392.
Well, I understand that by doing a good job for them theyll probably want more
393.
Well, in the process of figuring this out its different for training than consulting so
it takes a bit of work. But it is shaping the new marketing strategy I am working on
now.
394.
We're now starting to spend more to acquire new clients
395.
What I offer and risk reversal
396.
When we figure our initial costs in bidding, we often take a lower gross margin
based on how long we know we keep that kind of client and how many items we
can upsell them on over the life of the contract. Also we figure a referral value.
397.
While we understand the concept, and referral would constitute 30% of our new
business enquiry (the largest after Yellow Pages at 50%) we cant say weve truly
harnessed the power of lifetime value. Weve never been proactively in touch with
our customer base (apart from sending invoices to our hire customers monthly) and
were currently working on our database (just over 5,000 records) to classify it into
workable segments. Its our intention to develop some sort of dialogue with them,
though were not clear yet how we can do that.
398.
With few exceptions, people purchase Luggage less often than they buy houses.
We value the few repeat customers we have, but most are for smaller purchases.
399.
Working on it with new program for emailing
400.
Working on it.
401.
Yes and no, at this time (i.e. start-up) you have to balance initial outlay with longterm value of a customer because 1. Its not yet known. 2. Its wise to test
strategies before rolling anything out that isnt proven. But yes, the long-term value
of customer definitely makes sense when deciding how much to invest in acquiring
clients.
402.
Yes I no longer look for clients who are going to give one-off pieces of work
403.
Yes, dissatisfied customers will sometime destroy the confidence of others wanting
business coaching
404.
Yes, we are just starting this exercise and looking at how we can use this
information in our marketing strategy. Can we give away or greatly discount our
software knowing that the lifetime value of support contracts will support us.
405.
Yes, we invest a tremendous amount in each potential partner/customer.
406.
You know what you can afford to spend for future income.
407.
You never deal with the one time sales aspect. Every person that I have ever talked
with in my business deals with this. The only way to overcome this is to get a long
term contract with a restaurant chain or such (which I just have done). It is basically
al=ways advertising for new business.
Page 564
Question 33. Whats the Most Advanced Marketing Concepts or

Tools You Use to Sell More Products to More People?
Question 33. Whats the most advanced marketing concepts or tools you use to sell
more products to more people? Describe briefly below.
1.
(1) Springvale Star Performers. Continuous restocking of product in bloom or

otherwise at its peak. Utilizes three ways to grow a business. More clients, larger
orders and more frequently using risk reversal as the closer. (2) Our planned Email
marketing could outstrip this.
2.
(a) Customer lifetime value as described in (32) above, (b) risk-reversal on an initial
small-scope contract that the customer doesnt have to pay for if he doesnt receive
value and (c) referrals.
3.
(Dont have yet)
4.
? (7)
5.
Advanced? Whats that mean? Its all basic communication, whether its via
letter, phone, face-to-face or web site.
6.
Insider knowledge targeted to the biggest reasons/fears people dont cruise or

repeat.
7.
1) Host beneficiary relationship where we use the USPS sales force to distribute
sample products and let that give the implied endorsement. 2) Allow scale
manufactures to give out a $29 product for free (they only pay me the CD
duplication cost of $.095 each). We get the renewal 3) we give out at least a $50
referral fee to anyone that sends us a client that buys something from us. 4) Use an
annual subscription model so we can keep our initial price low and make the money
over years. 5) Joint venturing with other players in the postal field.
8.
100% money-back, performance guarantee.
9.
1Barter as high as 40k - I usually get double value 2Have one paying client set it up
so they get (seems like) a free give away to 5 to 10 others people or companies
based on a ratio of how much they spend -when actually they save me thousands
in advertising to fill a presentation room- It's usually disguised as a think tank or
problem solving seminar or new opportunities event they host- I have only my time
cost-
10.
A flyer about a different book (or maybe two) enclosed with one thats sold.
11.
A leaflet or handbill describing products.
12.
A newsletter, working on a website.
13.
A private but growing community of marketers
14.
A servants attitude.
15.
A superior access vehicle I use is writing articles
16.
A telephone and face-to-face sales script
17.
About the most consistent thing we do is fax ads on a weekly basis.
18.
Accent the service areas first. Have application assistance ready, spare parts lists,
and field service available
19.
Ads and letters
20.
Advanced? Unified method works, web reports with links back to us
21.
Advertise
22.
Advertising & seminar
23.
Affiliate program for our web site and web site rewrites to increase conversion ratio.
24.
Align our selves with a large national retailer who sells our products.
Page 565

25.
All the ones mentioned, and I would say they are not particularly advanced
26.
Although this should be considered more of a tool, than a strategy, we have

created websites specifically for the demonstration of our specialty functionalities.
These can be accessed anywhere, at any time by password authorization. Our JVs
and 100% money back performance guarantees qualify as integral to our most
advanced strategies.
27.
Among other things, my sales letter was designed to have the employees of the
targeted company, as well as their families into clients of us.
28.
Analyse the current customers and classify them as major accounts.
29.
Appeal to their emotions and try and sell additional products when they agree to
buy.
30.
Articles placed in other ezines
31.
Ask patients for referrals
32.
Askevery time a customer comes in, get to know them and their needs and seek
to fill them and make them aware of other ways we can help
33.
At this time the direct mail approach followed with a seminar and face to face
discussion.
34.
At this time, for what will be put in place, I would say email marketing and joint
ventures.
35.
Back end --- Tell them that we can make video duplicates in tape, CD, DVD
formats, etc.
36.
Backend
37.
Backend because we dont just transport the fish, we store and process all in one
building
38.
Back-end sales
39.
Backend sell.
40.
Basic stuffours is a simple business. Stylists are trained to stress benefits, not
features, and communicate that _______ is a unique experience/product that
makes you feel good as well as look good.
41.
Basically we punt a) the fact that we are addressing the need/tendency of

businesses to concentrate on their core business and outsource everything else b)
take all the hassles and responsibility for judging and controlling various service
providers away from the customer c) are prepared to get involved in projects on a
profit share basis (learnt from Jay Abraham at LA seminar).
42.
Basically we punt a) the fact that we are addressing the need/tendency of

businesses to concentrate on their core business and outsource everything else b)
take all the hassles and responsibility for judging and controlling various service
providers away from the customer c) are prepared to get involved in projects on a
profit share basis (learnt from Jay Abraham at LA seminar).
43.
Be in the right place at the right time.
44.
Being able to discuss the referrers business and interests with them.
Understanding what makes them tick.
45.
Brochures and canvassing
46.
Brochures and sales materials left with the customer regarding home warranties.
47.
Brochures.
48.
Bundling, provide package with more value to increase sale from just one book
Page 566

49.
Business clubs +++
50.
Buying History
51.
By continually adding value and suggesting opportunities and alternatives based on

long-term goals. Website shows examples
52.
By referral only
53.
By using a diagnostic tool I am able to show them that they may need more than
just what they thought they needed
54.
By visiting people and demonstrate how the products work on them
55.
Cant think of any, except using our website to sell software. Its automated and
doesnt require human intervention.
56.
Can't tell.
57.
Careful development of our web site.
58.
Case studies and referrals, and some local seminars
59.
Client Business breakfast promotions
60.
Client Education to my products and services.
61.
Cold calling, referrals, networking with customers
62.
Computerised illustrations on laptop for mortgages & life assurance
63.
Constantly promote all the services we offer. We find that a client will only use a
couple of the services we offer, so we constantly work towards them using more
services.
64.
Consultative Selling Solution Selling Needs Analysis SWOT analysis (strengths,

weaknesses, opportunities, threats) Seminar teaching in order to generate future
sales opportunities
65.
Consulting with clients on how to grow their business applying the Abraham
techniques to assist our clients.
66.
Contacting Attorneys, Real Estate Brokers, Mortgage Brokers, Title Companies,

etc. for referrals
67.
Contacts and a lot of them
68.
Create independent informational web sites about gardening topics that are
interesting to my target market, and then get those visitors to click through to my
site and buy.
69.
Creating strategic alliances and driving people to our website.
70.
Cross selling
71.
cross selling
72.
Cross-selling, returning customer incentives, and new asked-for products.
73.
Currently we are developing the client for life strategy. We are in the process of
setting up the tactics that will help make this strategy successful.
74.
Customer Referral, done correctly, is very powerful if done every 6 months.
75.
Dealing with center of influence referral sources
76.
Define final consumer price, after subtracting discount and something like that
77.
Demo CD
78.
Demonstrating the potentials for combining several business improvements in a

multiplier effect
79.
Design of programs to use our products.
Page 567

80.
Direct and personal contact with each and every client we will have.
81.
Direct Calls.
82.
Direct mail
83.
Direct Mail marketing of coupons
84.
Direct mail seems outdated to me but thats what I use
85.
Direct Mail and offering additional products that is not our core business.
86.
Direct mail and offers.
87.
Direct mail and phone followup.
88.
Direct mail endorsements and host beneficiary to run seminars for hosts clients
89.
Direct mail offers and one on one consults
90.
Direct mailing
91.
Direct marketing package with phone call and follow up.
92.
Direct marketing to target audience
93.
Direct sales=promotion; more to the same people and explore new markets;
94.
Do to joint venture with other consultants or trainers
95.
Dont
96.
Dont have any yet
97.
Dont have one
98.
Dont have one.
99.
Dont know
100.
Dont know
101.
Dont really have any, that is my problem.
102.
Dont sell products!
103.
Don't have any.
104.
During the test phase, well sell our products via a retail establishment and radio.
105.
E- newsletter
106.
Educating prospects and converting them into clients
107.
Education and Solution Selling
108.
Education of our customers, via training, seminars, web-based product

specifications and literature, customer conferences, and specific face-to-face
solution development and problem solving. We have also started using Webbased training tools, where its not possible to be in person. But even though
technically advanced, we find it to be a far less effective selling and marketing
mechanism than being in person.
109.
Email
110.
E-mail marketing combined with Direct Mail and website promotion
111.
eMail, Infomercials and its cheaper to buy customers than to acquire them one by
one.
112.
Email, website ... affiliate marketing.
113.
E-mailing my resume
114.
Emails and one-on-one phone calls and free consultations
115.
Encouraging customer to touch, feel the products.
Page 568

116.
Every time we close out a project we ask them what else we can do for them.
There may be existing things we know about, which we will propose for a follow-on
project.
117.
Financial Needs Analysis Diversified financial gameplan
118.
Find people who are looking for something and offer it to them
119.
First 2 hours free, better than risk free guarantees, referrals
120.
Flash commercials.
121.
Flyers handed out to potential buyers of our services & products
122.
Focus on narrow (niche) markets and able to provide more customer benefits.
123.
Follow on work from happy clients
124.
Follow-on sales calls
125.
Follow-up autoresponder which can sell things till Armagedon automatically

Mailings funny it sounds but you said people don't use their customer bases Free
gifts that show how bad is customer's knowledge about marketing then I can sell
solutions
126.
Follow-up, free stuff
127.
For people who are better qualified financially they can buy two or three properties
rather than just one.
128.
Form letters and programs available from manufacturers.
129.
Formalized Referrals Systems and Partnerships with high traffic websites.
130.
Free promoting and networking of customers schools, events, etc. Also, we started
putting on advanced cross-training workshops where we are losing money, but
hope to make it up in reputation and extended word-of-mouth.
131.
Fundraisers
132.
Generous affiliate program where other web sites get 25% of subscription sale if
customers subscribe from their site.
133.
Gift certificates on special occasions good for retail products
134.
Gillette blades
135.
Gillette blades
136.
Give away information: audio book, newsletter, free/low cost seminars
137.
Give customer a software demo. Because its a corporate purchase, they wont buy
until they make sure it serves their needs.
138.
Give first. Create some value for customer at no cost to him/her. Then offer
products that provide solutions.
139.
Give them no choice
140.
Giving away! See 22. Also: publish appropriate specifications and interfaces so that
innovation can happen elsewhere. Clients and partners can innovate and create
wealth using our open technology and products and knowledge. This fuels market
growth and adoption, and our stuff gets ingrained in all everyone does.
141.
Giving the opportunity not to pay if we do not achieve their goals.
142.
Growth through acquisition of other companies that have supportive services.
143.
Guaranteed, no risk refunds or return on goods.
144.
Guarantees
145.
Have none.
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146.
Having a monthly quality issues forum with sales staff and vault operations
personnel to exchange views and collaborate
147.
Having our referral sources sell our product to blend with theirs.
148.
Having product parties. Finding someone willing to host either a health products or
skin care products get together and building off of contact developed there.
149.
High perceived value Low cost/High margins Risk reversal Brand differentiation
Unconventional channels Clientele Databases management USP
150.
Holding information evenings to discuss subject matter
151.
Honesty. Finding out what is needed and wanted and offering it on a one on one
basis.
152.
Host Beneficiary
153.
Host/benefit
154.
Host-beneficiary relationships, combined with risk reversal.
155.
Huh?
156.
I am not sure what exactly you mean by advanced, but were not extremely
sophisticated. We use radio and print and direct mail to generate leads by offering
something to get us in the door. Then we use a drip method of follow-up with
educational pieces and testimonial pieces.
157.
I have none right now but plan to start next week using authenticated email lists in
the near future.
158.
I present my services at consultation.
159.
I use risk reversal, USP, packaging, and am working on setting up alliances. Ive
learned all of these from several programs, Jays being some of them. I own
several of Jays products.
160.
I am still trying to develop this.
161.
I am working on the following idea: After I have built up my email distribution list to
several hundred, I am going to send out a Special Offer of free gifts to be provided
by other businesses for having exposure to the people on my list to motivate 100
people to request and complete a Confidential Questionnaire by a certain date.
Those who are part of this group of 100, will then be invited to an evening of
entertainment and networking opportunities at the end of which a drawing of prizes
will be held. Those who provide me with at least 6 more email addresses of people
who agree to receive my weekly Must-Know InfoTM Bulletin will then be eligible to
also win one of three vacations to be provided by travel agencies who want
exposure. The details of this plan must still be worked out.
162.
I cant say we really are. We have some things we use in our sales scripts for
opening order specials to bring a new dealer on board to buy product.
163.
I combine direct mail and telemarketing.
164.
I developed a super spreadsheet that details the combined effects of consumer

spending, taxation, and investment and shows how to achieve the lifestyle they
presently enjoy and still accumulate 7 figures or more over 15-20 yrs. By simply
restructuring the way they spend their money.
165.
I do not use any
166.
I do pretty well at search engine placement. Between 70-90% of the people

searching for products or services use search engines to find what they are looking
for.
167.
I do use the PC and CDs for direct marketing of Information Products. I do
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demonstrate! I do use the Internet and two websites for Internet Marketing.
168.
I dont
169.
I dont consider any of my projects using advanced concepts right now
170.
I dont really use any advanced concepts.
171.
I dont think it is advanced but my customers seem to think it is and respond very
well to it: a simple reward card that has rewards on the front and my market
locations and contact details on the back.
172.
I dont yet have a backend, but developing a backend is part of my strategy and I
expect to get to it towards the end of 2003, and beginning of 2004.I do anticipate
the a backend of the RT will be that some RT Members will opt for one one
executive coaching.
173.
I don't use anything advanced.
174.
I doubt that I use advanced concepts, but I would have to say just asking people to
send someone in just like themselves
175.
I enclose a letter when I mail out a free trial CD. The letter mentions custom
programming is available.
176.
I give away free product to allow prospects to familiarize with my service offering.
177.
I had no idea there was a ranking of concepts!
178.
I have done 3 for the price of two,
179.
I have increased sales by referring people I cannot help to someone else and he
returns the favor by sending me people he cannot help. Looking into adding more
services to my existing clientele.
180.
I have not used any successfully yet, I did try a couple of barter transactions but
they have not panned out as planned. I believe that my referral process will work
well once I start selling. I believe you need to have a profile of your proposed
customer so that you can write the appropriate sales copy.
181.
I have written a referral system in Coldfusion, and use it to immediately ask for
referrals from all of the people who have just bought from me.
182.
I havent had that success yet, so I cant tell you
183.
I haven't really developed any "back-end" strategy. I try to set up contracts for
multiple appearances, i.e. I quote pricing based upon discounts for future
opportunities.
184.
I just talk to people at my clients, try to figure out whats on their mind and what
their problems are, then I create products that I think will help them.
185.
I just try to show the client that I am only there to help them.
186.
I market a service. I dont look on it as a product.
187.
I Media Pro CD
188.
I offer a free 3 hour joint venture marketing seminar
189.
I sell exclusivity in the products that I promote to defined sectors of the marketplace
190.
I step them up from 25 cents to two jars for $10.00 or they can get the quart for only
$19.95 a $56.00 value.
191.
I think I use risk reversal the most. Also, I program my clients to use my services
on an ongoing basis.
192.
I use Adobe Acrobat to make pdf files which are cross-platform (allowing me to
reach a wider audience) and add to them a viral spin by making them customizable
with the buyers own affiliate links, so he can distribute it and profit from it, while I
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get my name in front of more people without any additional effort.
193.
I use my email database to inform and sell products/services which I think would be
of use to them
194.
I use the internet with a secure module behind the website to tap into the corporate
genius of everyone. By everyone creating better products and services and
learning better techniques to communicate or sell them, you can fast forward the
essence of their sales.
195.
I used up selling after Ive gotten the contract the first show. Also, I train the
exhibitors from show to show and this increases profits.
196.
I utilize a Market Map (aka Perceptual Map) to create a visual depiction of their
competitive landscape. We then map, with customer input, where they currently
are (brand Position) where they hope to get to (Brand Positioning Statement) what
boundaries that control them (Brand Permissions and Constraints) and the ideal. I
have used this concept without fail for 20 years, with some major successes, in
both Fortune 500 and small cos.
197.
I will be using a e book or some kind of ezine but the most will be on the back end
like videos or tapes, coaching and teleseminars.
198.
I wish I had one.
199.
I would market more aggressively on my website by promoting my site, etc.
200.
I would say the website I am developing.
201.
Im beginning to see the potential for my knowledge to make passive income

creating and selling self-help information products through the internet.
202.
Im not sure?
203.
Im pretty puny on this one.
204.
Im working on Chet Holmes dream 100 methods as part of my future action plan.
205.
Ive started offering no-questions asked guarantees and risk reversal to get the
prospect to go ahead and place the order entirely at my risk, after reading your
information on the topic. To my delight, the refund rate has been miniscule, proving
it works beautifully. Also, point of sale up-sells have increased the proportion of
impulse sales at the last moment.
206.
Ive started offering no-questions asked guarantees and risk reversal to get the
prospect to go ahead and place the order entirely at my risk, after reading your
information on the topic. To my delight, the refund rate has been miniscule, proving
it works beautifully. Also, point of sale up-sells have increased the proportion of
impulse sales at the last moment.
a. I'm at the becoming aware of the relevance of using such tools and am at
the looking and learning stage.
207.
I'm selling services. Meetings is the most advanced tool.
208.
Improve my closing skills.
209.
In real estate its location location location in my business its outcome outcome
outcome. They dont even have to like you as long as they get quantifiable value.
210.
Information about my product s and service and why it will benefit that patient.
211.
Informative newsletter which value will support and promote itself
212.
Integrated internet-email-mail-direct contact mail special offers tied to breaking

news with targeted customers in comparison with geographical tests and target
group tests
213.
Integrated Multi-media marketing. Direct mail, fax, telemarketing, web and email all
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drive prospects and customers to purchase more and more often.
214.
Interactive, hands-on workshops (showing is better than telling, but DOING is even
BETTER!)
215.
Internet automations. We have developed a way for our customer and sales staff
to set up and build a testing web site via a web enable PDA. Once this is set up it
runs automatically.
216.
Internet
217.
Internet
218.
Internet and words of mouths
219.
Internet and words of mouths
220.
Internet based communication and education tools
221.
Internet flash presentation. Within 8 minutes of someone looking at a flash

presentation, they know if they want more info or not.
222.
Internet marketing and selling. To find out who is interested in our service, get their
details, and build up the relationship by a serious of sales letter.
223.
Internet marketing takes my products to Europe and farther affield
224.
Internet marketing, AmazingMail postcards
225.
Internet site with on line booking and opt in email newsletter and extensive listing of
Inn on as many sites as I can find.
226.
Internet, next wave of technological innovation
227.
It is hard to sell more that one product in Mortgage banking. What else do I sell?
228.
Its is not advanced but just giving such good service and really looking out for their
best interest so the client end up giving us referrals on their own.
229.
Its no more sophisticated than targeted email campaigns, sponsored seminars &
conferences, investor relationship management program for our investor customers
+ dedicated Origination program for our issuer customers.
230.
Jay's concept of helping people get full reward/benefit from their purchases. We try
to show packing accessories that organize and simplify packing with each suitcase,
but find many people resist - they either like the way they pack now, or feel we're
just trying to pad the sale.
231.
Just beginning to apply
232.
Just email marketing
233.
Lead generating ads, followed by direct marketing.
234.
Leading trainings and seminars, to attract new clients.
235.
Letter boxing with story and benefits.
236.
Letting customer experiences using the product and the real "stories" about that
and testimonials from the use of the product would be as advanced as I have
gotten so far.
237.
Leverage. 1) Alliance marketing partner with complementary skills to serve client

2) Develop and Work back end for clients, 3.) Host-Beneficiary relationships have
applied this for other clients.
238.
Leveraging of technology and my knowledge and experience in getting it done.

We are positioning several products that have a fixed cost to create and virtually
NO cost to distribute (there is a cost but it is miniscule). This is going to be our
introduction leader to folks.
239.
Listen for wants
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240.
Listen to identify other needs, show them what hidden assets they have, and then
match my services to what they need.
241.
Local advertising
242.
Long term contracts, year end rebates
243.
Looking from the Polish market, being absolutely honest can turn to be the most
advanced marketing concept. People are starved for honest companies and when
they do realize through our needs questionnaire, proposal, and as promised
_installation that we are totally honest with them, this concept can become the
best-selling tactics and can develop into a top quality referral system.
244.
Mailing and handing out CDs to tell the story to prospects
245.
Make their development needs an investment, not a cost
246.
Mass media advertising and providing exceptional in store service
247.
Me wearing Tonerman. People will remember me in tights & Call 1-800-tonerman

(1-800-866-3762).
248.
Microsoft has prepared some excellent tool which are based on the Solution Selling
system
249.
More focused (direct) mailing pieces
250.
Most advanced is the 3 step letter campaign. Need to get internet marketing going.
251.
Mostly proposal based have never missed one in 24 years.
252.
Mouth water emotionally copy. Creating fierce desire. Risk reversal. Pay nothing
if your no satisfied after the 5 day seminarFree seminar, or movie (on CD) of it.
Constant contact (explicitly being in the extreme self interest of the client. Having
a 3 letter introduction follow up plan.
253.
Multiple contacts to prospects totaling 6-8 touches. Most people in my industry

give up after 2 calls. Strategy of Pre-eminance- education and consulting my
clients
254.
Multiple departments will target each customer to sell additional products or

services, referrals from complementary non competing industries.
255.
My business is by referral only. I have never done a mailing or made cold calls.
256.
My core approach of combining business development and employee benefits.
257.
My marketing is all basic stuff. Nothing really advanced.
258.
My web sites; here they are: http://totalhealthdynamics.com and

http://123loseweightnow.com
259.
N/A (10)
260.
Name endorsements, and co- branding
261.
Needs analysis. If we can meet the need; great. If not, tell client so. If possible,
recommend someone else by specific criteria.
262.
Neg. Reverse Selling
263.
Network Marketing
264.
New venture.
265.
Newsletters
266.
Newsletters from the company plus follow up calls and contacts with downline and
customers about new advances and products
267.
Nil (3)
268.
NLP processes: relationship selling; reverse selling.
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269.
No advanced marketing concepts
270.
No advanced, I just simply aggressively maintain contact with professionals that

refer people to me.
271.
No Cost installation (2)
272.
No idea
273.
No products are sold. I sell service. Tactics are not what I would consider
advanced they are what I would call good business.
274.
None (16)
275.
None, as those practiced are basic. The only advanced system would be Dr.
Paddy Lunds referral-only systems. However though I have acquired his works-inprogress, I have not implemented them fully.
276.
None, no backend.
277.
Not applicable at this time but will apply later on. Once we build a list, we will mine
it.
278.
Not developed or implemented yet.
279.
Not doing well in this area
280.
Not established
281.
Not in that line of business.
282.
Not making any money give it away for free and let the back end take care of
me.
283.
Not more then what have been said so far
284.
Not sure
285.
Not sure if this applies to my business.
286.
Not sure what is meant by advanced concepts. The most successful concept to
do this for us so far has been through alliances. They effectively act as new
distribution channels and reach many more people than we could on our own
unless we had more financial resources. Making good win/win deals with the allies
works well for all.
287.
Nothing advanced really
288.
Nothing advanced. I grew up in a small grocery store. We always suggest at least

one item that fits in with what they came in for.
289.
Nothing beyond a telephone.
290.
Nothing so far has worked even though EVERYONE SAYS their product works.
291.
Nothing that can be considered truly advanced
292.
Nothing too advanced, although anniversary cards have had that holy crap dazzle
factor, that has garnered much repeat biz.
293.
Nothing too advanced see more of the right people decision makers and
impress them to the point where they want their salespeople to be able to do what
our MD does.
294.
Nothing very advanced. Alliance with trade groups for market contact. Direct mail.
Exploring email. Training sales and operations people so they are very
knowledgeable.
295.
Of all tools good PR works best
296.
Offer free installation for rented equipment or services.
297.
Offering interest free rates as above in the above described setting
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298.
Offering options at point of sale
299.
Offering trial offers for paying clients of another service
300.
One on one
301.
One thing that has stuck in my head after LA is the repackaging of information or
one event ie reformatting the one lot of knowledge eg written words, tapes etc.
302.
Only have one product now.
303.
Only price and certification, comparing ours to non-certified
304.
Only sell mortgages
305.
Our business is database driven as the target market is fairly easy to broadly
identify in the B2B market.
306.
Our guarantee of 15 25% revenue improvement.
307.
Our most successful marketing efforts have been through a referral program,
marketing our service to companies that serve our target clients, and are in a great
position to determine whom and when to refer to us.
308.
Our web based e tool box system. Give customers everything they need to build
their own business.
309.
Our website
310.
Our website themarsteam.com
311.
Outside core business web-based traffic analysis for search engines
312.
Pareto Principle
313.
Partnering
314.
Performance of their needs
315.
Personal contact and demonstration of services.
316.
Personal contact and understanding their business and processes.
317.
Personal contact.
318.
Personal contacts
319.
Personalised service
320.
Personalized e-mail relationship building.
321.
Phone and written communications, networking
322.
Phone discussions. Some product literature.
323.
Plain old customer educationits also a strategic direction and purpose.
324.
Plan on using autoresponders
325.
Planning to use Risk Reversal
326.
Power point presentations in the office
327.
Preemptive strategy, risk reversal
328.
Preferred customer status ; heavy followup and advance notifications of special

opps
329.
Preferred supplier agreements
330.
Premium pricing
331.
Presenting at conferences (seminar selling) as this tends to make people look at

me as the expert.
332.
Press releases, etc.
333.
Press releases; referral rewards
Page 576

334.
Previously described
335.
Primericas Financial Needs Analysis is its what differentiates us from other

financial planning programs and also that we educate our clients about they can
become financially independent.
336.
Print advertising
337.
Printed brochure, address listings, web site
338.
Probably it has been through referrals. After the December Training Program I have
been working at building a monthly mailing with follow-ups. Some education
provided and some calls to action with offers on selected services or products.
339.
Probably selling through the back-end. This is a very simple technique, so I hesitate
slightly to call it advanced, but the great thing about it is that it not only allows us to
sell more (urns for ashes, engraving of ashes, solid bases for coffins etc) but also
increases our standing in the eyes of the funeral directors because we offer such a
complete package.
340.
Probably the reverse close concept whereby at the end of an outside lecture to an
audience you tell them that you don't want them to come in unless they are really
serious about keeping the appointment, because there are a limited number of
them available and it wouldn't be fair to those that needed it if they scheduled an
appointment but did not come in.
341.
Probably selling up to my clients. For example, selling up from plain clear glass to
the UV coated glass to better protect their artwork/collectibles.
342.
Promote and advertise in senior newsletters.
343.
Proposals to existing clients based on deep knowledge of their needs, spreading

info, getting on the board of local industry association
344.
Provide incentives for referrals to present clients or other interested people
345.
Providing a very powerful guarantee for complete risk reversal
346.
Publish articles
347.
Questioning and listening./backending-seeing my clients over and over-going back

to the well
348.
Radio
349.
Radio and newspaper ads.
350.
Re-certification requirements
351.
Referral and word of mouth
352.
Reference selling
353.
Referral (6)
354.
Referral and close association with educational institutions
355.
Referral program, see above.
356.
Referral System, for each referral we get we pay % off their mortgage, of offer
investing material. Sending PDF Newsletter with our Guarantee and different
investing strategies,+ case studies. . Our new database that has over 200
automotive process for creating touch points ie emails, fax out, letters, scheduling
phone calls and appointments. And this just happen every morning, while having
coffee.
357.
Referrals from business alliances. Practitioners calling the manufacturer of

products that I distribute are referred to me by the manufacturer.
358.
Referrals, referrals, and more referrals
Page 577

359.
Referred lead prospecting
360.
Relationships (2)
361.
Remembering I'm selling a relationship and results as opposed to a service.
362.
Repeat contact
363.
Rewarding them for participating and plugging them into the "back-end".
364.
Right now, I rely upon word of mouth. I have created a web site and am
investigating internet marketing strategies
365.
Right now, we dont have enough products to upsell or cross-sell to our client or
prospect base. Eventually, we will be able to recommend complementary reports of
ours, and perhaps even introduce products and services from outside firms.
366.
Risk Reversal No risk, money back.
367.
Risk reversal offer full money back if not satisfied. Describe services in ways
which show people what problems they might solve
368.
Risk Reversal and guaranteed ROI
369.
Risk reversal and total guarantee. If our client is not 100% happy with our work, the
client can choose any of our competitors to translate the text and we pay for it, no
questions asked.
370.
Risk reversal by offering (largely) contingent based consulting.
371.
Risk reversal to obtain initial consulting assignments
372.
Risk reversal, bonuses, time sensitive offers
373.
Risk Reversal, but not consistently. Offering a guarantee. Discounting services

when more is purchased.
374.
Risk reversal, give some info, but not enough that they will come back for more
375.
Risk Reversal. Try to make all services totally performance driven, and then
reverse the risk so that nothing is payable unless demonstrable benefit has been
created.
376.
Risk Reversal: Clients can cancel the contract any time. If they do cancel, we pay
them penalty. Value: We give additional value (and tell them) which is anywhere
between 20% to 50% (we give items like free training, free replacement parts, free
consulting etc. which cost us very little but for the client it is in thousands of dollars)
377.
Risk Reversaland private labeltaking the trust and credibility and leveraging
that with a 100% turnkey back office for the assn, non profit, for profit, group,
professional sports, Nascar, ---any group or groups looking for another revenue
stream
378.
Risk reversalif they dont see the value they dont pay. Also, I have offered to be
compensated based on the benefits derived from the system I create for a client.
379.
Risk reversaltry our services for FREE worth up to $300
380.
Sad to say I dont have one.
381.
Sales brochure or Opportunity event.
382.
Sales People
383.
Say what?
384.
Second contractor was impressed with our quality and professionalism, which has
led to a lot more work and very lucrative relationship
385.
Sell using other peoples database
386.
Selling of series of lessons, discounting further purchases after prior participation.
Page 578

387.
Selling packaged services and collecting for them in advance of delivery
388.
Seminar selling: target groups of people and do FREE experiential workshops to

give them a taste of my stuff; target and work with people who have a high level of
influence and credibility in the market
389.
Seminars and educating the client
390.
Seminars and sales guarantees
391.
Seminars where other products are offered for sale
392.
Seminars.
393.
Send a follow up email or let the autoresponders do the work
394.
Shipping free sample to prospective clients that would cost them $20, or more!
Reciprocity kicks in. I have some salespeople who refuse to send them out
because it makes their numbers look bad on profitability!
395.
Show them that in a low economy there are still opportunities and sell the new
concept to them and the benefit of reaping Plus the cost of not doing it.
396.
Simple low tech. cost effective classified ads, flyers, and doorhangers.
397.
SKIP
398.
So far, with the clients I have (Financial professionals), it has been websites,
seminars and direct mail.
399.
Sophisticated automated CRM using Maximiser and a 5 contact (phone, fax, email,
card, phone) to warm and educate suspects and prospects
400.
South West Airlines, they create an image which is highly desirable to employees
and investors alike. Since the employees feel deep ownership of the service, all of
them go the extra mile to make sure that the South West experience is a
contagious idea that generates long term customer loyalty.
401.
Speed and risk-reversal
402.
Stay in touch, remember important dates (birthdates) Send out news letter.
403.
Staying in contact with our people, repeated exposure in the community
404.
Still searching.
405.
Still working on that.
406.
Strategic Alliances offering my competitions products to my customers so I have

it all to offer and they have only theirs.
407.
Strategy of Preeminence
408.
Synergistic alliances
409.
Tap into a network of influencers
410.
Targeted email campaign
411.
Team system, guarantees
412.
Technology Roadshows.
413.
Telemarketing. If that works too slowly, I would like to use postcards later.
414.
Telephone & cold calling
415.
Teleselling, fax selling attempting to mass e-mail soon
416.
Tele-seminars pushed via web to sell into expensive events & then drive backend.
417.
Tell people how their health is and give them all options to achieve optimum health
418.
Thats what were trying to develop.
419.
The development of our network of technology transfer partners
Page 579

420.
The first most advanced concept we use would be our Assurances. The second
would be the development of our internal Code Of Practice currently being
developed between the partners of the business. This code is to be like our
Assurances but working at an internal level at the highest stratum of our
organization. We see this as being the glue which will hold the business together
into the next phase of its development, because it will stop the leaks by leaks we
mean it will stop the partners letting themselves and each other off the hook
regarding their behaviour, their promises, their work practices, etc. And while on the
surface this does not appear to be a marketing strategy, its a codification of whats
at the very heart of our organization. This document, once completed will then have
another stage which will be extending it into the workplace proper. (The current
Code is purely applicable to the partners interaction amongst themselves.) We can
be 100% confident our competitors would never be able to do what were doing,
they are too corporate. But this document sets the foundation for tightening
everything up at ACN. [Sample extract from the code at the end of this report.] This
document (again) is a tactic first which means that its been developed for
application amongst the four partners only. When completed (the workshops which
are creating it are still in progress) will then be expanded to a strategic level where
work will commence on developing a staff-wide equivalent. This Partner Code will
be the published model, and against which the staff may hold the partners
accountable. Thus it is our intention to develop a culture at ACN of guaranteed
behaviour and full accountability which will mean integrity will permeate every
aspect of life here. This culture will then set us apart even further from our
competitors, and will be one of the most radical market differentiation factors we
can create.
421.
The internet and direct mails
422.
The internet and soon to fallow franchising.
423.
The internet and specifically the ability to download pdf files No muss, no fuss no
paper and no postage
424.
The Internet, we own several content sites that reinforce our position as the leader
in our industry.
425.
The Internet. We get more people from here than anywhere.
426.
The more real estate listings we have the more business we attract.
427.
The most advanced system we have to sell more to people is by follow up calling
and trying to keep in touch with our customers and having them refer us to their
counterparts in other companies.
428.
The principle product (car VIN etching) allows the secondary (other assets) offered
after the first sale
429.
The tool we use when we present to corporate clients is a spreadsheet program

which explains if certain changes are made in the way executives are remunerated
the tax savings that accrue there are only 100 financial advisor firms that have this
tool, it really gets across to the prospect in a simplified way a complex subject
which results in us being able to convince them to take on our recommendations. In
terms of the more people aspect of the question we are limited by the number of
advisors and this presentation has to be completed face to face.
430.
The up sell, cross sell, down sell and resell strategies.
431.
There is always something new on the Internet. But advanced? I believe people are
pretty much the same as they were 1000, 2000 even 3000 years ago or more.
Technology has changed, our knowledge has changed but the basic wants needs
and desires of the human race are the same. The same characteristics that drove a
consumer to buy from one street vendor as opposed to another back in the time of
Page 580

Christ hasn't changed. I'm rambling and this is probably not what you want so I'll
conclude by saying autoresponders on the Internet are some of the best tools I use.
432.
They are all basic.
433.
Three ways: 1) Sell more incremental units per sale, 2) Sell to more customers, 3)
Sell auxiliary products/services to exciting customers
434.
To broaden the perspective of an individual by education so their perceived needs

list becomes longer and more concrete.
435.
To compete by showing services excelling in quality, and hence, distinguishing

yourself with other competitors.
436.
To keep your name in front of the customers (or prospective customers)
437.
To persuade individual clients over the phone who are looking to sell their house,
we offer to recertify their appraisal to a potential buyer, thereby saving the buyer
closing costs and making the appraisal a dual edged tool, to value and help market.
438.
To strategic customers, there are customer confidential PPT slides to document

exactly how our solutions fit their needs. OK this is for key customers. To sell more
products to more people, we started relying on Internet seminars since last year,
with advertisements in EETimes and CMP publications.
439.
Total customer satisfaction/delight giving peace of mind
440.
Training and information sharing. More your people know about your products and
system, more incline they are of being knowledgeable on how to sell it.
441.
Try to give them something useful I think they may benefit from in their practice
442.
Two step selling
443.
Typically we can upsell a client to a more expensive solution by showing them how,
long term, it will save them money, time and heartache.
444.
UNKNOWN
445.
Up sell additional damage and minor mechanical work needed. Considering selling
accessories as well.
446.
Up selling. Training the sales team to ask questions rather than just take orders,
therefore understanding the customers needs.
447.
Upselling on point of purchase at my web site. Giving away free gifts to my

prospect and customer lists... that introduce people to my JV partners
448.
Upselling to more than one product
449.
Upsells before (or even right after) the event of a 39.95 report90 day risk reversal
for performance and impact of the programs. Better than risk free (offering lots of
bonuses) At end of every event I ask participants to take 10 minutes and answer
these three questions: 1) how did this day compare to other events youve been to?
2) what did you HONESTLY think this event was going to be like before you came
and what do you HONESTLY think now? 3) What is this day LIKE (give us a
metaphor e.g. its like a breath of fresh air). Then I collect them, read them once
to feel good and then a second time to select key testimonials to put on the website
and materials.
450.
Use networking, direct mail, cold calling
451.
Use of web pages on our site.
452.
Use promotions such as trips or contests to get more face to face time with end
users to bring them over to the products I sell and my customers that carry what I
sell
453.
Using host parasite relationships where we have a special offer to prospective end-
Page 581

user using complementary products/services from another supplier.
454.
Using my website to collect my prospects contact information.
455.
Value-added service
456.
Vendor newsgroups, vendor events, word-of-mouth, web, e-mail.
457.
We have just begun sending a monthly newsletter or ezine to our preferred

customers encouraging them to listen to the "Doctor's Calls" and considering other
products that speak directly to their health challenges.
458.
We are a one product company
459.
We are able to increase most orders when we are able to understand what the
client wants to achieve. In our industry the motto is publish or perish so it is
important that clients get all they can when their work is submitted. In most cases
money is not an issue.
460.
We are about to start an exciting email campaign
461.
We are employing a telemarketing concept into our marketing plan.
462.
We are primitive
463.
We are sales driven, through phone calls and personal relationships.
464.
We are starting to take advantage of database marketing. We keep track of when

and what our clients order. By grouping the customers, we can do better targeted
marketing as well as create profiles of different customer types.
465.
We are still testing this. Some prospects balk at our consulting fee, saying their
budget (in this economy) wont cover it. We offer to divide our fee between two
fiscal years. Well conduct their security assessment now, bill them for half, then the
other half in their new fiscal year (depending on when it begins). So far, prospects
have been appreciative, but it has not resulted in a conversion. However, the follow
up continues.
466.
We attempt to leverage wherever possible relationships - along the lines of Jays

host/beneficiary tactic.
467.
We build trust through education and excellent results.
468.
We continually look for client problems we can solve and offer the solutions to them
469.
We crossmarket loan services.
470.
We do promote heavily among real estate offices and individual agents and receive
much of our survey and some of our engineering business through their referrals.
471.
We dont
472.
We dont have a lot more products/services to sell. Normally we simply just inform
them and ask them if theyd like to have them.
473.
We dont have a specific product line as of yet the product is the performance
artist.
474.
We dont have anything very advanced, it is really very simple. We provide a great
relationship with the customer and take better care of them then the competition.
475.
We dont sell other products; we offer strategic relationships the opportunity to

leverage our relationship. Its not sophisticated.
476.
We don't have any advanced marketing concepts or tools. We just sell one at a
time when they are available.
477.
We focus on showing people how to get out of debt within 7 years (including paying
off their mortgage), usually without increasing their income. We focus on ministry
(we are a Christian organization) over business, and therefore sales come only as
a result of ministry, i.e. only when it is clearly in the clients best interest. This
Page 582

emphasis on helping over profit encourages many people to want to meet with us
spontaneously (i.e. just from a casual conversation where the ministry is brought
up) and also encourages existing clients to refer people they know because they
know the values and the emphasis that we are coming from, so they know they can
trust their friends/family with us without fear of it coming back to bite them.
478.
We follow-up with each one of our clients to determine their level of satisfaction and
identify future needs. As well, we ask for referrals. Our clients hesitate to give us
the names of their colleagues who could benefit from our training. Would a contest
or prize work? It may be something we should try.
479.
We follow-up with people who purchase things, describing the additional benefits to
be gained from other materials.
480.
WE HAVE A BUSINESS INTELLIGENCE SOFTWARE CALLED AB12002

RUNNING ON ORACLE
481.
We have a strong focus on web marketing, search engine optimization and Pay per
click. We are starting a new service called UltimateROI that will be door opener as
well a profit center. It should also deliver unprecedented Leads at much lower cost
than most organizations have received thru traditional methods.
482.
We have each sales persons top 10 large target accounts enlarged on poster board
in our company hallway and every Monday AM each sales person reports on what
their plan for the week is as it relates to those 10 accounts and what support they
will need from the organization to be successful.
483.
We package services
484.
We really dont have a back end that I can think of other than more referrals
485.
WE SELL NUTRITIONAL SUPPLENETS TO EXISTING CLIENTELLE.
486.
We send an educational letter to people at-need that tells them how to purchase a
memorial. This is setting their buying criteria.
487.
We still do not have any.
488.
We try to employ Lifetime Value of customer. We lower or negotiate setup fee to

reduce the entry barriers for the customers.
489.
We try to enroll people in a subscription like program
490.
We try to establish contracts for one to three year periods.
491.
We update employee handbooks for businesses each year. We keep track of

changes in employment law so that they dont have to. We are going to be giving
our Employment Form system package away to other law firms for their own use in
order to build referrals from other attorneys. This will also allow us to say that our
system is used by x law firms as a way to help build credibility.
492.
We upsell the customer right from the phone contact through the time he walks
through the shop. We always match prices and stress convenience of us getting
the product. We normally can double and triple every customers spending, we just
need more customers
493.
We use a 4 day report to bring people through the stages necessary to make an
informed and emotion based decision to prepay for about 1 years worth of care
which dramatically increases their commitment and willingness to follow through on
your recommendations. It works awesome.
494.
We use a lot of advertising and use a lot of discounting to attract customers
495.
We use Risk Reversal in our marketing to reduce the first visit barrier that many
people feel in going to a new doctor. Our goal is to enroll a new patient into our
long term wellness care program which is worth 20X or more what the initial visit
would bring if they were to pay full fee for it. We frequently offer reduced fee initial
Page 583

visits in our advertising and free initial visits for referrals from our regular patients.
496.
Were still working on this: but I hope to use email, telemarketing, cold calling and
direct marketing to generate leads and sales.
497.
Weve tried upselling remails, but it was unsuccessful at the time of sale. Were
trying to educate our customers and prospects to its value in most of our sales
letters.
498.
Web site (4)
499.
Web site description of offerings links etc
500.
Web site, by far.
501.
Website we count on being available to search engines
502.
Website optimized for searching. Still we could do more
503.
Website tools and internet tools give us an advantage
504.
Well I tried advertising no deposit needed houses by increasing the price as

Americans seemed to start but it didn't help. People are more conventional over
here.
505.
Wellness home tours - showing people how to have a truly health living
environment
506.
When I get a customer, it is for life except if he retired or sale his business
507.
When we send out coupons, we have loose-leaders that will bring us minimum
sales order
508.
Wholesale distributorships
509.
Will have to plan and work on these to ensure maximum effectiveness for our
business.
510.
Word of mouth and reputation/ networking
511.
Word of Mouth.
512.
www.Brontomail.com An clients email permission marketing system with

excellent marketing diagnostic tools.
513.
Yearly follow up service letters to update the clients information
514.
Yellow Pages web addition to the printed version
Page 584
Question 34. Who is the Most Masterful Business or Marketing

Strategist Youve Ever Know?
Question 34. Who is the most masterful business or marketing strategist youve
ever known? How did he/she best apply their strategic genius? Describe their
biggest strategic coup.
1.
? (22)
2.
1. WHO: Why you Great One! 2.HOW: You created yourself as a Brand
3.BIGGEST COUP: $25,000 seminars
3.
1-800-flowers
4.
A clothing salesman I know provides a parting comment You made a great choice
to day It will look great on you.
5.
A ladies hairdresser who understood marginal net worth and gave great value to
only 100 weekly clients to make an exceptional living.
6.
A lot of companies come to mind but I am unable to single one out. Pappa Johans
pizza. Wal-mart, Yahoo, Microsoft, Illinois power tools, etc.
7.
A real estate trainer, Floyd Wickman showed me how to operate in real estate,
simply list a lot of homes at the right price. Very low overhead yet high priced /
commission item.
8.
A.C.N. American Communications Network They market themselves through multilevel marketing, selling alternative utilities in Electric, Gas, Long distance, and
internet access. They entice representatives to join their organization to build
organizations themselves through referral marketing, making a profit every time
someone pays their utility billforever! So I joined!
9.
Abraham
10.
Abraham Investment Rarities
11.
Abraham, icy hot
12.
Actually my father he realized that in his business the most important thing for his
business was cash flow. In the 17+ years his 2.5 million dollar a year business has
developed a 9 Day AR turnaround for most of his clients. I am going to be begin
to work with him to incorporate some of the Jay concepts into his business which I
am sure will help his business to grow dramatically.
13.
Adrian Slywotzky focus on Profit.
14.
After Jay, Bill Gates to be sure. His licensing deal created the coup of the
millennium and snatched it right from several of the big boys too dull to catch on.
15.
After reflecting on this question, I think I can say this is probably me at least in
terms of marketing strategy for specific major customers. Let me explain. In my
early career in industrial sales, I set records for sales volumes and these volumes
were largely obtained from accounts that were considered trouble accounts. They
were trouble accounts because either (a) they had crippling internal or financial
problems, (b) they had demonstrated a strong bias toward inaction or (c) sales from
these accounts went mostly to competitors. After my early career in industrial
sales, I developed and implemented a strategy that enable a computer services
company to successfully enter a medical processing market that had long been
dominated by a single company. This market entry was repeated two additional
times during the first three months. I have also been quite successful in the market
entry, product planning, marketing and pricing strategies developed for clients of
my consulting services. Most of my clients also tell me that my instincts or
intuition about marketing issues is almost always right on. I guess the conclusion
here is that there is a need to apply some of this attention to furthering the market
position of my own company. This is something like the shoemakers children
Page 585

having holes in their shoes or in this case being too _absorbed in client problems
to pay enough attention to my own.
16.
Again Bill Gates. He supplied us with a not so perfect product over the years yet
still nearly everyone feels they have to have some of his products. Even if they
think they are inferior.
17.
Again, Microsoft. I think they created something that most people need that they
can reproduce over and over again for peanuts but sell for elephants, if you know
what I mean
18.
Alan Weiss, Million $ Consultant, who made hundreds of thousands of dollars not
only being a keynote speaker for a corporation but also telling that corporation how
they needed to change.
19.
Allen Samuels (car dealership in my town) His strategies are so diverse, creative,
broadbased, appealing, and outward focused That the overall long term constant
growth is his coup. You can hardly tell you Are being marketed because he is so
relational, service promoting.
20.
Allen Says of the Internet marketing warriors. He started with a hosting provider
and built a whole marketing community around it and is still now building the
community through the best known online marketing forum, the Warrior forum (to
know more http://www.howtosell.info/warriors.htm )
21.
Allen Says. The strategy was to create a powerful product, find affiliates to help
promote it, and build a customer base quickly!
22.
Andy Andrews (see 31) has been commissioned by Sasol Ltd to teach his
approach to managing assets to every manager at Sasol will take him 2 years!
23.
Anita Brattina, Direct Response, a telemarketing co. She contacted Inc. & told them
she had a journal about her getting into business. They liked the idea and asked
her to embellish. She had it printed then self-marketed her having been in Inc
endlessly. Then she self-published a book and was a published author and
began speaking for fees.
24.
Anthony Robbins Power to Influence program using different approaches for

different personality types. Jay Abraham for all of his strategies.
25.
AOL president Steve Cases successful coup to keep Bill Gates from acquiring
AOL.
26.
Apart from Jay and other gurus such as Gary Halbert, I don't know any real masters
27.
Artists of America -- they made the artist, customer & product all become special
for real -- not pretend or temporary
28.
As far as I know Jay is, although I havent read up as widely on anyone else. I
think Jay operates a strategy of pre-eminence through educating his market.
Hence I have not really looked at anybody else for information/training in marketing
because I have had everything I needed from jay.
29.
As far as personal knowledge is concerned, I would have to say that my own

experience in another circumstance in Saudi Arabia some 20 years ago best
answers this question. Starting as a 1-man organization with less than $30,000 in
financing, we built to more than 160 professionals in less than two years. We
developed - and retained - as clients some of the world's major corporations
including Aramco, Westinghouse, Honeywell and Chiyoda. This was accomplished
solely on the cash flow available as we went along. We have not been able to
duplicate this in the United States partially because I have chosen to live in a rural
area, but more because I have not been able to put together a proper plan.
30.
As regards experts, undoubtedly they are Jay Abraham, Tom Peters, Rob Frankel.
Al & Laura Ries, Michael Porter, Jack Trout, Doug Hall, a few others
Page 586

31.
B. Gates/leased operating system. Jay-dont know but marketing material is

overwhelming
32.
Barney Zic told me once that people buy from friends. When you are cold calling
dont make appointments, arrange to drop in (because thats what friends do) It
lifted my close rate on the phones 10% to 97% of all contacts.
33.
Basically some of the current authors that Im reading now. Jay, Rick Crandall, Dan
Kennedy
34.
Beginning to think it is Jay Abraham.
35.
Bic gave away free disposable shavers till they changed the shaving habits of the
civilized world
36.
Bill Bonner and other Agora principals. See #31 above.
37.
Bill Dickerson, went from a dentist treating regular people to a dentist treating other
dentists through his institute
38.
Bill Gates became the standard for computer users worldwide
39.
Bill Gates -- Become indispensable to all
40.
Bill Gates Microsoft
41.
Bill Gates When he sees a new competitive product on the horizon, he mentions
to the press that they are working on a similar product. This seems to shut down
the competition because the vendors no longer want to work with an unknown and
will wait for Microsoft to deliver this new product / technology.
42.
Bill Gates or Jack Welch.
43.
Bill Gates selling Access many years ago said that you could buy it for $300 and in
6 months it was going up to $1100. Some people purchased 10 copies. It never
went up
44.
Bill Gates selling his operating system concept to IBM.
45.
Bill Gates. Leveraging the companys position in operating software to almost all
key components of the desktop productivity applications.
46.
Bill Gates. Purchasing DOS.
47.
Bill Gates--constantly being one step ahead of the market. Anticipating the
applications of developing technologies and what they could do to solve business
problems. A mindset of being the best in the world.
48.
Bill Phillips, by creating a competition that created thousands of case studies,

testimonials and proof that the products he sold work.
49.
Brad Sugars. He positioned his businesses to deal with the small and medium
sized market, coaching the business owners to break free of their self sabotage
and learn of new ways of marketing their business. He came up with the vision of:
World Abundance through Business ReEducation. This vision helped to recruit
some of the best in consulting and other industries to join him in building his
business. By franchising his business, he managed to grow his business very
quickly and in a short span of 8 years created a worldwide organization dedicated
to changing business owners lives forever.
50.
Bransen. He gets incredible PR and out-positions the biggest, most solid

businesses. He gave Qantas a run for their money by being able to continuously
offer low price airfares AND SUSTAIN it. People loved him because he positioned
himself as giving the Australian people a fair go for the first time in the air industry
(ie : fair prices). He showed how Qantas were over changing people.
51.
Brian Kanig -Master networker
52.
Brian Tracy. Be in touch with all your customers big or small. Regular staff
Page 587

meetings, keep every one informed. Recognition of your employees.
53.
Cant pin point one at the moment however the approach of people such as
Michael Gerber, Bill Gates, Jay Abraham are inspiring.
54.
Cant specify anyone as the most masterful. Have great respect for Victor
Connant and Tony Robbins.
55.
Cant think of one.
56.
Certainly Jay Abraham would be one, but also Bill Gates. Microsoft has buried the
competition and it did it when it didnt even have the best product.
57.
Chet Holmes: Core Story, strategy vs. tactics, implementing systems and
procedures
58.
Chet is definitely right up there. The legal market domination strategy was a gem.
59.
Claude Hopkins, by Scientifically marketing, testing and correcting.
60.
Claude Hopkins, great copywriter, his work for the brewery (Pabst, I believe)
61.
Claude Hopkins The Strategy of Preeminence
62.
Coca Cola and Santa
63.
Come on now, Jays going to get a big head with all this. Recognized as a great
authority.by accident? I think notsome self-promotion?, yes.
64.
Cory Rudls AssocTrac. Live online referral system. He went from 0 to millions in
months
65.
Craig Proctor, consultant web sites
66.
Dan Kennedy way of marketing
67.
Dan Kennedy by building a huge list of business people that cant wait to give him
money and by surrounding himself with the best marketers and consultants in the
business.
68.
Dan Kennedy with his family coat of arms program.
69.
Dan Kennedy, the low cost and profit from info marketing, Jay
70.
David Oliver (Marketing Consultant) Helps clients to understand their reason for
being in business and specialism and then market themselves from that stance.
71.
Dell, offering consumers what they want at competitive prices.
72.
Dennis Rodman comes to mind quicklyhe created an image that the public loved
to follow even though he was a bad boy. He parlayed the image on the court, into
books, into pay-per-view events and created a great little financial empire for
himself.
73.
Dont know (13)
74.
Dont know any other than yourself and what you have accomplished. I must say I
was very impressed with your book and so are my partners.
75.
Dont know this one in detail-probably Jay Abraham.
76.
Dont know. Obviously I havent studied enough
77.
Dont mean to be boring, but Tony as above.
78.
Dont really know, but I do have a lot of admiration for Jay Abraham.
79.
Dont really have anyone who fits that bill.
80.
Donald trump he borrowed more than he could pay back, in amounts that could
break the banks so they had to cooperate.
81.
Dr. Singer. He parlays all his relationships into more and more business. For
example, he invites doctors to attend his seminars at a fee, then sells tem on his
Page 588

ideas for how to bring in more new patients, which require the doctors to purchase
his products, then he has bootcamps so that the doctors can really learn how to
implement these tools that they have purchased, and at the bootcamps at each
break the doctors can talk to consults to get help with their practice problems, the
solutions to which turn out to be more services in the from of one on one training
which are a big ticket items.
82.
Earnst & Young (Israel). M&A strategy.
83.
Except from Jay I dont know any
84.
For now I must say Jay and his team along with many of the other participants in
Decembers Mastermind Program.
85.
From a personal point of view I dont wish to disclose names, the person in
question sold along with another shareholder sold a furniture manufacturing
business to a Bank. The business employed 800 people and was highly profitable.
The Bank appointed poor management and got the business in trouble, my friend
and the other original shareholder asked the Bank if they could buy the company
back because they did not want to see the company they had built up being ruined,
the bank declined the offer and it went into liquidation. The original owners set up
from scratch a rival company they now employ 500 people have major contracts
with their old customers. The strategic coup was built around good relations with
past employees and clients and the drive to start again (they were both in their
fifties and didnt need the money.
86.
From what I hear, its probably you.
87.
From what I've been reading, the most masterful business or marketing strategist
would have to be Jay Abraham.
88.
Gates. Didnt have the product, but built it in a month
89.
Geraint Lewis he services banks, they told him they were reducing suppliers, and
since he only serviced 5 branches he was vulnerable. He then won 135 branches
from them. A year later he won another 100!
90.
Gerber and the entire idea of systemic methods to create a franchise prototype.
91.
Getting you to believe that you could totally change your life through 17 days in one
year.
92.
Given my limited exposure, probably Jay.
93.
Gosh, its Jay
94.
Have not known any real masterful marketing strategists. Those that I admire
would be Ray Kroc who had the vision to systematize the entire restaurant
business. He realized that his business was not in making French fries but rather
to create the system to create the French fry. I admire Bill Gates who had the
vision to create what is Microsoft. His goal of a PC in every household was a bold
strategy that he held onto even when things looked bleak.
95.
Have not worked with one personally.
96.
Have to choose Jay, I dont know anyone else that is close
97.
Henry Ford. Got ahead of the market by making cars cheap and wages high. $5/
day wages and $600 cars
98.
Henry Ford. Paid employees enough so they would buy his cars. This in turn
created huge public awareness of and faith in his cars.
99.
Henry Kaye Maximizing Investment In Property. Got in at the beginning of

Property Marketing Boom Hundreds of others now follow his techniques.
100.
Henry Kaye Getting people to pay him money to actively refer people to his
Page 589

investment courses.
101.
Henry Kaye. Utilises highly priced education seminars to lure clients. Once in the
net, always has something else to sell them
102.
I admire Ries and Trout, Dexter Yager and Robert Kiyosaki
103.
I am still quite impressed with Jays ICY HOT and Shaver examples.
104.
I dont know any (8)
105.
I dont know Jay, and Ive only been receiving his e-mail list for two months, but I
already know I will learn the most from him in the future.
106.
I dont know of any business per say. As mentioned above, I have followed
seminars by Pierre Morency on strategic marketing.
107.
I dont know of anyone that good a marketing besides reading about Jay
108.
I dont know other than jay a.
109.
I enjoy your work. The best thing I have done with your info has been to leverage
an internal project I did as an employee in to recurring revenue. Havent applied
anything yet from a marketing side.
110.
I have been impressed by how Jay pulls together a great range of experts and how
they leverage off each other
111.
I have followed only two marketing strategist, Jay Abraham and Jay Levinson.
While Jay Levinson is good and makes a lot of sense, I found Jay Abraham easy to
follow as he provides case studies and examples to clarify the concept or tactic.
112.
I have never met anyone that I could say the above about.
113.
I have only studied Abrahamese You be the man.
114.
I have read them all from Jay to Iaccoca, Trump, Ray Kroc, Carnegie, Ziglar,
Robbins. Gates, Allen, etc. I am now working on my own.
115.
I have to say Jay. His Icy Hot example is great.
116.
I havent known any personally
117.
I havent known any well enough to feel qualified to answer this question.
118.
I havent paid much attention to other peoples strategies up to this time.
119.
I havent personally known any.
120.
I hope that it turns out to be Jay.
121.
I just started to study different approaches and cannot clearly state whose strategy
influenced me the most. At this point I am following the materials received at
Master Mind Seminar last Dec.
122.
I know of examples that Jay Abraham has given, but I cant think of people I know
personally. A good example though is the founder of Gold Bond stamps, now a
recently deceased billionaire from Minnesotas Carlson Companies.
123.
I like Chet Holmes description of the carpet cleaning business and establishing the
need for frequent cleaning
124.
I like Peter Drucker in this area, but hes an observer not a doer. Probably the
biggest coup I can think of is Bill Gates selling IBM the license for MS-DOS when
he didnt even own it (he bought it from someone else after he knew IBM wanted it).
125.
I like the early internet Entrepreneurs the good ones like Michael Dell and Ted
Waitley from Gateway saw a market, and went after it.
126.
I love to hear and read of Jays stories of risk reversal, referrals, cross sell up sell,
adding pillars of tactics, I love the mineral Ice (Ben gay) Story of sending out the
jars of for free.
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127.
I must say Jay Abraham is the master marketing Strategist. Selling coins was an
extraordinary idea.
128.
I really love the story of the Ice Hot by Jay Abraham.
129.
I suppose John D. Rockefeller.
130.
I think Jay himself is the best. However, of those I know personally I think that W.
Clement Stone, founder of Combined Insurance Co. of America, stands out as a
masterful strategist. He offered a low cost, repeat insurance policy, directly to the
public through a network of salespeople working on commission. His strategy was
to offer the policy in a brief description (about 5 minutes) and ask the prospect to
buy. If the answer was no, the salesperson would ask why, offer an answer and ask
for the sale again. If the answer was still no the salesman would thank the
prospect, and move on. The strategy including calling at every business and asking
everyone there to buy, but not waste time on rejections. His strategy included 20 a
day is the presidents way. He built up what I believe was the largest casualty
insurance company in the world.
131.
I think the most brilliant marketing strategist is Jay, but business strategy it is
something more.
132.
I would have to give the nod to Seth Godin and his permission marketing concepts,
vis-a-vis the Internet.
133.
I would have to say Jay Abraham. I had not studies many strategic marketers in
the past until now. I have a new found respect for how powerful strategy is and
what it can do to transform a company and an industry. What I admire most about
Jays ideas is the ability to mold them to any industry, grow them rapidly and
generate huge windfalls almost overnight. I was very impressed with the MMT
training and how much money was generated in a quick time due to a strong
strategy and philosophy making peoples lives better through the mastering f
marketing.
134.
I would have to say Jay, and his marketing of Icy Hot
135.
I would have to say the Japanese Auto maker that took a lousy product image and
continually improved upon it and lowering its price and increase its value to the
point where they are now the leaders and the US Car Manufactures are setting
their targets towards reaching the Japanese performance levels.
136.
Id have to mention Icy Hot and Jay
137.
Id have to say you and Chet Holmes. Ive really been empowered from what Ive
learned from both of you so far. Each time I re-listen to the CDs, I come away with
new thought and ideas.
138.
Im just learning and havent read enough to know.
139.
Im not sure I understand?
140.
Im rather underwhelmed (on a business and/or marketing strategy level) by the

people I know personally.
141.
Ive never met one.
142.
Ive never personally known anyone who is a master marketer.
143.
In good to great there are some really great stories that I have a lot of respect for
the same holds true of the stories in built to last...I think jay is masterful at
promoting himself but do not honestly know factually what his strategies have
helped others to do. There are MLM people, such as randy gage, who promotes
themselves and make a lot of money, but I personally don't believe he could build a
networking group in todays world with what he puts forth
144.
In my industry I believe that Di Tech. com was a masterful marketing genius for
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the mortgage business. They were highly successful in gaining a significant market
share in a relatively short period of time. They are strictly an internet origination
company.
145.
Its you, Jay, thats why I admire your stuff so much, and why Im doing this. I
especially like your daily time management schedule I cant even remember
which product it was from but Ive based my own around it for the last 2 years
146.
Jack Welch GE, self-evident
147.
Jack Welch, GTE Surround yourself with people smarter than you, and create a
positive work environment
148.
Jay Abraham (35)
149.
Jay Host Beneficiary
150.
Jay Risk Reversal persistent determination.
151.
Jay & Chet would be up there I dont know many others who have delivered the
sorts of results they seem to have
152.
Jay A. He showed so many ways to make money
153.
Jay A. Icy Hot and the principles of 1. Host-Beneficiary relationship. 2. Task

force multiplier 3. Back-end 4. Strategic alliances
154.
Jay Abraham continues to sell newer and better solutions to all his old customers.
155.
Jay Abraham He helped me transform my self, at a time that I most needed it. I
became a consultant, able to work as much or little as I wanted and still make a
living.
156.
Jay Abraham hes persuaded me to spend money I didnt have on courses and
tapes!
157.
Jay Abraham his progressive email deluge/siege for the 2002 MMT. Pulled
almost a 10% RESPONSE! With EMAIL.
158.
Jay Abraham In a short time, I have seen Jay apply his strategic wisdom
successfully in marketing multiple seminars, maximizing the value of his mailing
list/client relationships, structuring opportunities for different classes of clients, and
creating enormous loyalty and goodwill via tremendous generosity and executing
his strategy of preeminence. Biggest strategic coup? Not sure.
159.
Jay Abraham mastermind concept, strategic alliances
160.
Jay Abraham reframe a marketing message to achieve superior results ie

(Send us just $100 an ounce for gold and we will send you all the gold you want)
161.
Jay Abraham this questionnaire to get tons of extremely valuable information, and
to propel people to think about and utilize his tools.
162.
Jay Abraham well, you know the details of that one.
163.
Jay Abraham, How he got to done Masterminding Home program for the
mastermind in Dec 2002 the power of sequential marketing
164.
Jay Abraham ... I loved his collectible coins strategy
165.
Jay Abraham: this latest campaign.
166.
Jay Abraham certainly ranks overall strategic coup applying knowledge from
one industry to another in a professional risk-reversal environment. Also, Celever
Software in China with the sales of The Learning Revolution book written by
Gordon Dryden / Jeanette Vos 10m copies in 6 months biggest selling book in
1999
167.
Jay Abraham is at the top of my list. I must like something he is doing as I keep
sending him money instead of others.
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168.
Jay Abraham is Number One on my list. He successfully harnesses the latest

technology tools (Internet, Email, Teleconferencing, etc) to communicate to his
client audience and potential customer base.
169.
Jay Abraham is someone we just got introduced to.
170.
Jay Abraham there are so many and so many more to come I don't have time to list
them.
171.
Jay Abraham with the Drip Method. His biggest strategic coup was having me
purchase the most recent Mastermind Marketing Training course.
172.
Jay Abraham, I like the one where he gave away the Icy Hot only to get the
customers repeat business
173.
Jay Abraham, by providing enough free literature and information for an average
joe to produce and implement their ideas. The biggest problem with Jay is, is that
he cannot personally consult on each and every one of these ideas.
174.
Jay Abraham, he taught me to give away my first years income to amass a fortune.
In three years my income has risen from $200,000 to over $1,000.000 net.
175.
Jay Abraham, hes made billions for his clients. Risk-reversal
176.
Jay Abraham, I think the one where you got the billboard companies to put up the
billboards and used the coop money, then sold the razors to the stores was great.
177.
Jay Abraham, the use of the long direct marketing letter
178.
Jay Abraham, without a doubt. The best use of his strategic genius was probably
three fold use of strategic alliances, host beneficiary relationships and back ending
with the concept of lifetime value of customers in mind. The biggest strategic coup
was probably taking out multi page advertising space in national magazines and
selling like crazy which was counter to the old marketing thinking of KISS and do
not write too much or nobody will read it.
179.
Jay Abraham. I was particularly impressed with the email drip marketing campaign
used to entice me to sign up for the December 2002 Mastermind Marketing Summit
in LA. The lesson I learned is that if you make an offer irresistible, i.e., too good to
refuse, you will succeed. I also learned the power of strategic alliances with other
entrepreneurs by using their lists.
180.
Jay Abraham. Too many to name.
181.
Jay Abraham. As I read on you smash all my resistance to buy. The risk reversal
he uses. I did not know much in the marketing world. So far Jay is my hero
182.
Jay Abraham. Brilliant way of looking at business.
183.
Jay Abraham. He has so many great but simple ideas
184.
Jay Abraham. He is very innovative and non linear thinker.
185.
Jay Abraham. He tested everything he had learnt. Their biggest strategic coup is
endorsed referrals to an existing customer list.
186.
Jay Abraham. His biggest strategic coup is getting list of potential customers from
our own competitors.
187.
Jay Abraham. I have read many biographies of business leaders but I think Jay
provides an entrepreneur with strategies that are out of the world.
188.
Jay Abraham. I wish I knew how to apply his tactics to my business.
189.
Jay Abraham. Ive seen many examples. Joint venturing is got to be the #1 Tony
Seruga discover what people are searching for and sell that stop trying to make
something that people arent already interested in.
190.
Jay Abraham. Icy Hot. Getting the media to run ads without having to pay for them.
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191.
Jay Abraham. Not enough time or space to elaborate sufficiently.
192.
Jay Abraham. One of the most effective executions of the hostbeneficiary/endorsement concept was recently executed by Mark Victor Hansen
and Robert Allen in launching their book The One Minute Millionaire. (Im sure they
learned this from you). They made deals with hundreds of hosts that allowed them
to offer a number of high perceived value gifts in return for purchasing their new
book on a certain date. The response was so high that it blew out Amazon.coms
system for several hours. This strategy was brilliant! Like host-beneficiary on
steroids. The result was their new book dbuted near the top of the NY Times and
Amazon lists; they got the names and email addresses of hundreds of thousands of
new prospects when they down loaded the free gifts plus the y created a huge
instant database to develop into long-term customers. (I am going to use this
strategy to launch a new product I am creating.)
193.
Jay Abraham. Teaching others to do what he does and teach them out to think so
they can make better decisions.
194.
Jay Abraham. When Jay finds another individual that has proven marketing
expertise, he will study their methodology and work to present this to his clients.
The fact that Jay has a database of contacts to communicate and resell to is quite
impressive. Jay is continually searching out ideas that will help his client base. He
sustains his relationships.
195.
Jay Abraham marginal net worth.word-of-mouth.
196.
Jay Abraham: Making difficult tasks so much simpler
197.
Jay Abraham biggest coup commanding $40,000 a day with ease, and being
considered the god-father of direct marketing by many in the industry.
198.
Jay Abraham bar none.
199.
Jay AbrahamI really liked the coin dealership example, the Icy Hot strategy, and
the irrigation pipe salespeople compensation plan .I also Like Robert Allen and his
way to approach real estate transactions in a winning way.
200.
Jay AbrahamI was impressed with how one of his clients went from a few
hundred thousand in sales to $500 million.
201.
Jay Abraham-by using what clients already have to maximize their results
202.
Jay Abraham---money you made the coin dealers by changing some words and
viewpoint of the consumer
203.
Jay Abrams, he is the only person that I have ever met in my life that can cause me
to part with $6000 and still feel good about it.
204.
Jay bar none. His Ex-Factor strategies really work and are brilliant in their
simplicity and the way the pieces of the puzzle come together and work together
after a while.
205.
Jay by selling, reselling, cross selling, upselling & partnering the same marketing
stuff different ways and I keep buying.
206.
JAY comes to mind. But his WINS are getting old news. How many times have I
heard If gold is selling
207.
Jay Conrad Levinson, of course.
208.
Jay has had the most influence, out of the box.
209.
Jay- he writes these super long letters and promotions.
210.
Jay is the best, I believe. I loved the story of how IcyHot was marketed, by giving
away all the money to the station who ran the ad. Icy Hot got all the subsequent
orders!
Page 594

211.
Jay kept pounding the same message.
212.
Jay L Abraham. He taught me how to build my marketing towers on multiple pillars.
213.
Jay Levinson
214.
Jay marketing determines to a large extent, the success or failure of your

business.
215.
Jay of coarse! I like the Icy Hot story
216.
Jay of course - Stan Sanderson an x president in 79 of Xerox Learning Systems not

to be confused with copier sales -it was a training company division Sales were
always coming in to the company late in the year in November and December. So
he split the year in two Jan. to June July to Dec. created a run-up commission plan
5% to 17% then back to 5% in July - sales tripled the next year and my income
Quadrupled -
217.
Jay thats you of course.
218.
Jay would have to be the best Ive seen.
219.
Jay you are really the only legitimate one I know of right now.
220.
Jay- you do a pretty good job! Drip drip drip, no-one can every escape the constant
educational nurturing that you do.
221.
Jay you. Using your email to develop your own on going business-excellent.
222.
Jay! Icy Hot/Rarity Investments
223.
Jay, by investing so much time to test, study various industries, and cross over the
concepts.
224.
Jay. The detailed exhaustive mailers I get for his programs really make it hard to
resist signing up for every single thing he does!
225.
Jay. Although Corey Rudl is also pretty effective. His automation of e-sales runs
beautifully easily
226.
Jay. Just love his communications. Always comes from a place of serving me first.
227.
Jay it has the be the steps to develop a strategic partnership arrangement
228.
Jay---The backend thinking
229.
Jeff Bezos at Amazon.com because he leveraged thousands of people to sell for

him so that he now owns the online book selling market
230.
JEFF PIERASAL. HE ENTERRED A SLIMY INDUSTRY AND INTORDUCED

VALIDITY, HONESTY, INTEGRITY.
BUYING THE RIGHTS TO THE
TECHNOLOGY OF OUR PRODUCT.
231.
Jesus. He sought the help of twelve disciples to learn his ways and replicate
himself. Not all were successful at it, but they got their mission out by word of
mouth and used the teachings of Jesus as their foundation to spread the faith.
232.
Jim Carlson put inventory control systems in 1000s of independent book stores
and captured 80% of their orders thru his company.
233.
Joe Wilson, former chairman of Xerox where he leased products rather than selling,
charged per copy click, convinced customers they were only paying for what they
used, instituted a direct salesforce to drive business and partnered with foreign
companies to open international markets, when Xerox didnt have funds to go
international alone.
234.
John Frieda- a hairstylist who took a single product, build up distribution and sold
his business for $400,000,000+
235.
Joint ventures, boot camps, telephone conferences, information products
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236.
Jon Krause, President of Gambino Real Estate - Partners with GMAC
237.
Just Abraham
238.
Ken Evoy. He offered a book at a very low price to penetrate the market.
239.
Kevin Dawkins was quite inspiring. In a very competitive market he managed to

created a business partnership with a bank and by doing that ended up exposing
his services to thousands and thousands of people, and in doing so built up
credibility (he partnered with a bank) and gained an excellent compliment to their
services. No one else was doing that at the time.
240.
Knight CEO of NIKE because his company continues to grow and outperform the
competition in various categories of the Sporting industry.
241.
Known personally? None that I can think of. Jay and Carl would be my first
thought here. They were able to get 640 people to pay $5,000US for the latest
MMT by using a very aggressive email / phone sequential marketing campaign.
242.
Known personally? My father he has sold much real estate by getting the client to
picture themselves in the house, going as far as to put their name on a fictitious
mailbox and welcome mat.
243.
L. Ron Hubbard, he wrote the FEBC/OEC, and 8 volume that describes an

Administrative Technology that applies to every kind of business, regardless of its
size or type of activity. So Ive read on the brochures.
244.
L. Ron Hubbard. Wrote a best seller in 1950 that is still a best seller, 53 years
later dianetics, modern science of mental health. today there are millions of
his book readers around, members of the organizations he joined, and tons of
incredibly valuable follow-up, back end services to sell which people find valuable
and are willing to pay for.
245.
Lee Iacocca (didnt really know him, but I know of him)
246.
Lee Iacocca Turned Chrysler around
247.
Maharishi Mahesh Yogi. He believes knowledge is structured in consciousness, the

world is as you are, and therefore, change consciousness then change the world.
All possibilities are dormant in the most fundamental state of silence that lies within
each of us. His vision has literally inspired millions to begin Transcendental
Meditation. He is creating groups of people who meditate together to produce a
harmonizing and peaceful effect on the world. His current coup is raising millions
of dollars to create permanent peace palaces where pundits can chant and
meditators can meditate to produce a permanent world peace. MMYs marketing
power is that he is not limited by boundaries. He simply picks the best and most
ideal, and inspires people that that best can be created.
248.
Marcio Liberbaum for foreseeing the need of Internet security in Brazil before most
people were aware of it.
249.
Mark Victor Hansen and Jack Canfield: selling millions of copies of books of stories
to all different niches under the Chicken Soup Brand
250.
Martha Stewart. She optimizes the amount of application for any kind of intellectual
property.
251.
McDonalds / Kentucky Fried
252.
Michael Dell of Dell Computers his three main tools use premium quality to vault
past competitors use customer-direct sales and support to shut out middlemen use
Just-In-Time supply chains to enable factory-floor fulfillment of customer orders
253.
Michael Dell- strategy of delivering build to suit computers over the phone (now
internet)
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254.
Michael Gebber E-myth
255.
MICHEAL E PORTER, GENERIC OF CORPORATE STRATEGY.
256.
Microsoft
257.
Microsoft taking the lions share of the market. Having the software, establishing
key alliances with vendors, developing standards combined with a huge backend
market, using vendors as a basis to develop improved products and services by
providing them with deals and premiums on software, establish certification
standards and credentialing, on and on.
258.
Microsoft obviously. Their coup was to oust IBM by appearing friendly when they
were far bigger wolves themselves
259.
Mike Ferry he told agents to pick just one mentor and he built a successful
business on convincing people to just follow what he says to do.
260.
Most masterful business strategy redefined the market (buying criteria) so that it
matched their product proposition the best Lipitor in the statin market
261.
Most people I know are struggling
262.
Mostly consultants. Dan Kennedy / Jay Abraham.
263.
Mr. Alan Grant General Manager of Metagenic Health World. Turning a

precarious financial position into a very solid one which then enabled the company
to market more widely to practitioners around Australia, hire more highly motivated
and performing professionals, develop very innovative products for the market.
264.
Mr. Abraham is the only marketing strategist I have studied
265.
My boss when working for an office-supplier when just coming out of school,
although it was not part of our business, he personally, or let us deliver to the office
for some of his best customers.
266.
My client Michael Routtenberg of General Hydrogen applied value proposition to

large potential partners closed 4 strategic partnerships and significant
investments in 2 years
267.
My dads friend Noel. Noel is a CPA with 1 employee and Noel averages about $5
million a year in income, and that is just what I know about, it may be much more.
How? Noel developed relationships with security DEALERS and developed
relationships with independent oil drillers. Long story short; the oil men need
money for development and the security dealers need deals to sell to their clients.
Syndication is never a problem because that is what dealers do. Noel buys the
prospect for enough for the driller/operator to be happy, he DOUBLES his money
and lays it off to any one of several dealers he has cultivated, who repackage it and
DOUBLE their money on the retail level. Bottom line, Noel wont do a deal he cant
pocket at least one million dollars on, it takes him 2 or 3 days MAX to close the deal
with the dealers and everyone is happy, even the guys who pay retail because
about half the prospects make a little money and 100% of them provide REAL tax
advantages, regardless of the drilling outcome. Noel NEVER deals with an investor
and makes to much money that he literally has no idea what to do with it all, so of
course, he goes to Las Vegas where he nearly always walks away winner, probably
because he couldnt care less if he won or lost at the tables, its just something to
do.
268.
My Grandfather. He invented the idea of a Tailors alteration sheet. Tailors used to

scratch out their notes on bits of paper and my grandfather came up with the idea
of one form that tailors could buy from him and use that would make their jobs
simpler. Then he figured out how to sell it. From there, he founded National
Clothier Corporation.
269.
My study of this subject has been limited so far because of my daytime, bread and
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butter occupation as a busy physician
270.
N/A (9)
271.
Napoleon Hill. Wrote a book after interviewing the greatest business minds the
capitalist system has ever produced. Was not paid a retainer, but was given
introductions that allowed him access to a very select group. Leveraged the
knowledge into a very successful career. Most of todays popular gurus use the
same strategy and many recycle concepts and ideas he pioneered long ago.
272.
Never even though about this until MMT. Has to be Thomas Edison. Bill Gates has
to be right up there in the modern era, if money is how you keep score.
273.
Never really looked into it.
274.
Newsletters!
275.
Nido Qubein. Guess you know his story.
276.
No brown-nosing intended, but its you, Jay. (Even though I have not actually met
you; Ive only spoken to you on a hot seat conference call)
277.
No one comes to mind that I have known. Jay would be the one I have read about
most. His greatest asset is being able to pick out what is the most advantageous
strategy for a company to pursue.
278.
No one in particular except Jay Abraham.
279.
No one single best strategist, and we certainly have not ever met a strategic genius
280.
No opinion. Im impressed by Jay so far. Come to think of it, Stephen Covey, with
his 7 habits, is also a good marketer, selling millions of is best-seller books about
principles, values, etc.
281.
None (7)
282.
None personally known; Ive read about a lot of success stories in this area:
McDonalds, Starbucks, etc.
283.
Nordstroms customer service
284.
Not aware of any in particular
285.
Not knowledgeable enough to answer this one.
286.
Not paid much attention
287.
Not sure (6)
288.
Not sure but I am impressed by Lou Gestner of IBM who used the open and
services to turn around IBM
289.
Not sure. There are so many that I admire. I really admire Michael Gerber, but
Corey Rudl has helped to shape my online marketing focuses.
290.
Once again Jay, giving away his Stealth Marketing program for FREE to promote a
seminar (I think)
291.
One of my clients, how consistently creates new business models and ideas. They
single handedly have landed large clients on a regular basis
292.
Only just now learning the game and only know of Jay Abraham.
293.
Only one to offer guarantees offered a completely better than money back
guarantee and charged a fortuneAND DELIVERED
294.
Only really heard of Jay Abraham dont know much about him yet or his biggest
coup.
295.
Other than Jay - none
296.
Other than Jay, not sure. There are many good marketers, but none stands out
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297.
Patricia Fripp (many described in her book "Make it so you don't have to Fake it")
298.
Paul Myers of talkbiz.com. He was the first to teach me about the value of building
an opt-in list without offering free gifts, so that the ones remaining on my list would
be willing to pay for value. He used offline marketing in a big way to build his online
email lists, and his biggest coup was to place an article in a large business
publication (print) and add over 3000 subscribers to one of his opt-in lists, showing
how powerful breaking into a new market is in building business.
299.
Personally, there is a Singaporean businessman who has shrewdly bought and

sold companies, always at the right time, and always being prepared to take on the
Singapore government and its linked companies.
300.
Peter Drucker
301.
Probably have to answer Jay Abraham. How best apply genius - probably when
retained one on one by a specific company - where he can tailor advice/strategy to
specific set of circumstances and implement changes in policies, procedures,
methods to put it in force.
302.
Probably Jay Abraham! Had it not been for his somewhat overwhelming mailings
and e-mails, I would not have woken up to the depth of my ignorance and need to
get proactive.
303.
Probably Jay Abraham. Offering to take a percentage of new found profits
304.
Probably Jay, I have read books of Brian Tracy.
305.
Probably you (Jay Abraham). And I say that not to flatter you but because I really
don't know too many (popped your balloon, didn't I). Everybody knows Jack Welch
is a genius. What he did for GE during his reign is almost unbelievable. But that
was one (diversified) company. You (Jay) do so much for so many different
companies that the far reaching effect is yet to be known. I like the way you
transformed the Icy Hot (is that right?) product. By giving away all those tubes of
the pain relief gel you created a large and dedicated base of satisfied customers.
306.
RAT (remote access technology) filled a void niche that was formally only serviced
by foreign business, gutsy, provided a cheaper, faster effective means to get a job
done.
307.
Ray Croft - McDonalds franchising
308.
Ray Kroc. Systemising McDonalds set the scene for many to follow
309.
Reagan. Fall of USSR, Tax Cuts, Crushed the Democrats. Kept it simple, focused
and delegated.
310.
Richard Branson. Persistency. Successful court battle with BA.
311.
Ries and Trout for their approach on Positioning
312.
Right now, its probably a toss up between Bezos at Amazon and Whitman at eBay.
313.
Rita Walsh (director of mortgage company I work with). Strategy of using client
base of professionals to get referrals for mortgage advise. Share of commission
paid to them
314.
Robert Kiyosaki on the concept of Sales Dogs. Every Salesman has a specified
style of selling akin to the different breed of dog.
315.
Robert Allen & Mark Victor Hansen -- The One Minute Millionaire #1 Best Seller
316.
Robert Allen, the one hour or one minute sell a million book gambit.
317.
Roland Oosterhouse, by building relationships, he influenced the corporation to

change their tactics
318.
Ron Jensen National Assoc. for Self Employed 400 million per year! Identifying
Page 599

underserviced market & addressing it.
319.
Rothschild, Harry Oppenhiemer and Gates
320.
Sam Walton
321.
Scott Davis, whose masterful marketing strategy lead ahead of the pack of
competitors in his brand business.
322.
See #16, my husband and our company.
323.
See #31.
324.
See 17 and 31 above. I dont know how they did it.
325.
Seth Godin
326.
Seth Godin realising that customers have choice & need respect, leading to
Permission marketing
327.
Sir John Harvey Jones Continually manipulated ICI pricing structure so that
competitors could not predict his next move.
328.
So far it has been Jay Abraham and the concepts of USP and the Lifetime Value of
a client..
329.
Sorry but Jay is the only one I have really followed
330.
Stephen Covey. Integrated existing concepts (best practices).
331.
Steve Jobs who revolutionized the computer industry with his innovative idea of a
personal computer.
332.
Still havent met one face to face. I read of a lot of them but I dont know them.
333.
That I've known personally, Kel East.
334.
That would be Jay Abraham. Investment Rarities seems like the biggest coup. It
was accomplished through a combined and ongoing approach to the market that
ultimately redefined their buying criteria to favor IR.
335.
That would have to be you, although I dont know you
336.
The best I have seen is a company that was able to advertise in the best, most
appropriate places, get requests for information and then have an education
strategy that included several messages that arrived every two or three days. They
pointed the potential clients to an excellent web site that gave them further
information. It was like a funnel and when a contact was made at the end they
were ready to ask questions that has real substance.
337.
The Dentist from Australia you mentioned in one of your tapes
338.
The Freedom 55 concept form London Life, while a bit of smoke and mirrors, was
very successful to the point they have renamed their resource centers.
339.
The only person is Jay and I am not sure how he built the strategies that brought
amazing results for everyone involved.
340.
The person made some steps, he collect properties by using other people and
lawyers.
341.
The person who invented the pet rock concept supposedly saw a Mexican beach
full off smooth, similarly shaped rocks and asked How can I sell these? The
marketing was all in the packaging and directions that basically surrounded the
product, a rock.
342.
The President of an insurance brokerage firm. He recognized that Hospitals spend

millions yearly on service warranties for all of their diagnostic equipment from each
manufacturer and created an umbrella policy to cover all of this equipment at a
reduced cost to the hospitals.
Page 600

343.
This may sound like bull, but Jay Abraham in my estimation has been more
successful on a wider range of companies than I have seen or read about in the
last 20 years. (And I do a ton of reading) That is why I keep buying his materials
and trying to implement. I have watched Jay implement his concepts with Robbins,
Nightengale and many others, creating money and value where it had not formerly
existed.
344.
Thomas Leonard. Created Coachville.com which now has 30,000 members and
developed coach training
345.
Three people come to mind. This isnt sucking up. Jay Abrahams advice to
cultivate host/parasite relationships (he upgraded the term to something less ickysounding) is brilliant. Who else is already successfully doing business with your
target audience, yet is not a competitor? Find out what you can offer them so they
will introduce you to qualified customers who fit your prospect profile. Mario Puzos
Make them an offer they cant refuse strikes at the heart of thinking in terms of the
customers cry Whats in it for me? instead of the marketers cry How can I make
them buy what I have to sell? Harvey Mackay marketed four of his five books so
successfully that they landed on The New York Times best seller list. He
methodically analyzed the archaic book publishing industry, maximized
opportunities, took advantage of weaknesses, and leveraged his vast network to
turn ordinary books into run away bestsellers.
346.
Tom Hopkins. By sharing sales strategies, showing us how to ask questions to help
people get what they want.
347.
Tom M. developed a business with little capital using a discarded piece of software
that he developed and was compensated for by a client, purchased the rights and
an on-going revenue stream for almost nothing and sold to another competitor in 2
years.
348.
Tom Mower, Sr. To Neways corp. By aligning his company with cancer-free
ingredients. Having a background as a chemist with a big company to boost his
credibility.
349.
Tom Watson Sr. he created IBM. He had a very humble background. His
marketing and people approach built an extraordinary company
350.
Tony Robbins markets amazingly and Dr. David Singer teaches some of the most
brilliant marketing tips for chiropractors. Both of them get you excited about what
you are doing and then drop the bomb on you at the height of your excitement as to
the cost of the product or service. At that point only an insane person (which there
are a lot of) would not purchase the product at the significant savings that you
receive to close that day.
351.
Tony Robbins with his constant results and infomercials.
352.
Tony Robbins-getting me to pay for a 3 day power seminar and offering me to sign
up for the university course (after I did the fire-walking stunt)
353.
Tony Seruga, not going after all the big fish but instead building dozens of 5-6
figure/mo income streams.
354.
Too inexperienced to offer an answer.
355.
Total blank in this area.
356.
Unfortunately, its probably the guy who created the whole Girls Gone Wild
empire. Find a product that will sell like hotcakes, and market the hell out of it.
357.
Unknown (4)
358.
Various.
359.
Walt Disney who went bankrupt 7 times before succeeding
Page 601

360.
Warren Buffett
361.
We have a friend in our community who build an apple pie business from making
pies in his wifes kitchen to making over 100,000 pies/day in a modern plant, sold
the plant to the top grocery wholesaler /retailer fro millions and has now started
another business.
362.
We have had a number of influences amongst the leadership here at ACN. But if
we were to nominate, the first would be Stephen Covey and his 7 habits Of Highly
Effective People, the second would be Michael Gerber and the third would be Dr.
Paddy Lund. Coveys major contribution to our thinking has been to open our eyes
to the principle of making the implicit explicit, and be deliberate in the creation of a
business culture; Gerbers contribution has been the idea of working on the
business rather than in it; and Paddy Lunds has been that customers do not know
how to judge you on your professional competence, so you must give them
something else to use as an allegorical substitute by which to draw a conclusion by
extension (If their premises looks as good as this, and they serve tea and coffee
as excellently as this, Im sure theyre also going to be excellent in the attention
they give my teeth.)
363.
Well, although I have an extreme dislike for him, I would have to say Bill Gates is
probably the most masterful business strategist I know about. Even though it was
done (and is still being done) illegally, Gate and his gang have pretty much
cornered the market on desktop computer operating systems, and leveraged that
into other software and information technology products and services. They are
constantly doing business such that they maintain their market dominance. I don't
think it is an honorable way of doing business, but it certainly has been effective if
you are just counting dollars earned. As far as strictly marketing goes, I am pretty
impressed with Cory Rudl. He got in on the ground floor of the Internet boom,
applied proven marketing principles, and hasn't looked back.
364.
Well, it appears that you probably take the prize, as a bright, street-smart marketing
person who is able to perceive the opportunities, values and implementation
strategies more quickly than most. Getting 100s of people to pay $5-25k for a 3-5
day seminar, on a predictable basis, is very impressive indeed.
365.
Well, Jay, really practices what he preaches. Almost to the point of being
annoying, however. But Ive not found the success from his direct strategies that I
had hoped to get and his seminars have been far too general and the personalized
help promised did not materialize. I did not find the last one gave me the one-onone help that I had been promised, and I even did all of the homework that he sent
out for 2 businesses, and the homework was never mentioned at the seminar.
366.
What? Jay Abraham
367.
When builders, driven by first cost, and apartment owners who cared nothing for
the utility bills paid by their tenants refused to consider a new solar-assisted,
energy conserving gas hot water and space heating system for their multi-family
projects, I developed the Freehold concept whereby we installed the system free
to the builder as an onsite mini-utility and sold the metered water at a price based
on a discount from the local electrical rate. We owned and serviced the system
during its lifetime, derived a nice profit, sold clean, even space heating and instant
hot water at a discount and lowered the builders first cost.
368.
When Hill learned from Carnagie and Ford etc to produce You Where Born Rich.
369.
Wouldn't know.
370.
Yanik Silver. He began simply by collecting a series of sales letters and put them
together as templates for people. It was simple but brilliant.
371.
You The Indy Billboards story
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372.
You and Corey Rudl, I think you know both.
373.
You and I dont know yet until I read your book.

Hopkins and I need to read his book also.
374.
You are jay
375.
You Jay, and there is too many to pick from, but probably Icy Hot
376.
You Jay. I dont know what I would consider your biggest coup. Each one I hear
about is pretty outrageous.
377.
You Jay. You are awesome! Your biggest strategic coup is in your ability to see the
obvious, and recognize you don't need to go fancy. You need to only get the
results. I like that!
378.
You, because of your ability to implement, have the courage and being systematic
379.
You, Jay
380.
You, Jay!!!
381.
You. Jay Abraham. Tony Robbins. And Osho. They use military strategy followed
by sensorial strategy.
382.
You are everywhere
383.
Yours
384.
Yours,
And I would also say Claude
Page 603
Question 35. Do You Have A Profitable Business/Marketing

Strategy for the Internet?
Question 35. Do you have a profitable business/marketing strategy for the internet?
If yes describe briefly below.
1.
3 websites
2.
A Web site to support cold calls is about it.
3.
Actually, that's all I do right now with my business - Internet. It is pretty throughly
described above so I won't bore you further by repeating myself.
4.
Affiliate marketing .... but that needs to be improved.
5.
Affiliate marketing, giving them 50-100% on the front end product, then profit on
the back-end business coaching services.
6.
Affiliate program for our web site and web site rewrites to increase conversion
ratio.
7.
After clients are conveted to buyers, they can buy thru the Internet or telephone.
8.
After clients are conveted to buyers, they can buy thru the Internet or telephone.
9.
After four years of trying I have reached the point where monthly income exceeds
monthly expenditure by a small margin. BREAKEVEN. The use of the two
websites and an improving position at the search engines do make a difference.
The improvement is mainly by exploiting the articles published by a colleague
Affiliate.
10.
Allow customers to go online and view the progress of their repairs instead of
being called or calling on status checks.
11.
Already described earlier.
12.
Although we have a website we consider professional looking, we consider it a

way to quickly deliver marketing materials at a low cost.
13.
Articles placed in other publishers ezines
14.
As stated above, I am aggressively acquiring internet properties with traffic in

which to build the databases. I have software to acquire more and other
proprietary technology
15.
Barely profitable
16.
Be the first in your market space, tie up all of the appropriate domain names, offer
low pricing in the beginning to attract clients, and raise prices after you have
proven that you are providing a valuable product or service.
17.
Because of Jay Abraham, I own an Internet company and have positioned myself
as a leader in every search engine.
18.
biggest need!!!!
19.
Briefly described above we have three planned initiatives.(1) Permission based

email marketing(2) Weekly marketing ideas.(3) Website linkage to complement the
Email plan.(4) A regular high level marketing newsletter to our top select clients.
20.
Building links with major sites.
21.
But I'm very interested in learning!
22.
Buy cheap leads and work them through autoresponders.
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23.
By keeping in touch with my clients and prospects frequently using a relatively

inexpensive medium, I can reach out to many more frequently and extend my
reach beyond just my country. As demand for my services are growing, I find that
many prefer someone who is able to maintain contact on a long term basis and
also trust someone more when that person is in business longer.I can offer many
products and services that are related to my core services and increase the
profitability and benefits to By clients.
24.
Costing me more than it brings in, thinking of shutting it down.
25.
Described above
26.
Described above
27.
Developing Hopefully will be profitable
28.
Direct response home page leading to an order form.
29.
Drive traffic to my site, collect the names and email addresses of the 95% +
people that dont buy my product and then drip educational and sales letters to
them until they unsubscribe.
30.
Email marketing with newsletter and contest clients can enter and redeem at our
site
31.
Establish high order placement on key search engines, presenting high quality
material that establishes believability, offering additional information, integrating
direct sale material with internet work, using email to promote and educate
customers.
32.
Establish presence, invoke trust, generate leads by e-mail or phone and then
closing the sale. Net is ours only at this moment point of advertising.
33.
Everything well be doing will be integrated on the web-centric database were

developing
34.
Exclusive products, link exchanges, press releases, affiliate program, newsletter.
35.
Extensive website with customer tools.
36.
For now, the our web site is established to provide customers information about
the company and the services it provides.
37.
However, on its way !!
38.
I am able to leverage my technical knowledge to develop low cost opportunities for

our clients which we are now using to create irresistible packages for. The cost
to me is low but the benefit to them is high!
39.
I am currently working on a website, and will try to set up as many appropriate

links and alliances to get people to the site. From there I will offer my services.
40.
I am doing a permutation of the strategy I discussed in question 34. I am creating

an e-book that is very informative (stand alone value) and I will be making deals
with potential hosts that allow them to gift it to their clients, members, etc. Once,
they come to my website and download the e-book I will continue to follow up with
them in an effort to earn their trust and become a conduit through which they can
acquire advice, products and services to get what they want from their businesses.
41.
I am in charge of originating all internet home loans for State Bank
42.
I am presently working on one. I am writing a e book that will sell through affiliates
with information at a web site. This will create cash flow that can be used to build
the foundational business which creates a permanent residual cash flow that can
be willed to the family.
43.
I can only hope its profitable
44.
I could possibly setup a email collection and informational site consisting of real
Page 605

stories and travelogues but that would be to enhance the dissemination of info not
as a real profit center in and of itself.
45.
I do have a strategy for this one, but our website is still under construction.
Basically to promote the website on everything we do, in order to interest people
enough to visit, where they will find information of interest, subscribe to enewsletters, purchase product and in time, book into trainings or request a
speaker.
46.
I do it tactically
47.
I do use of the internet/website etc as a tactic. But it is not a strategy or profitable.
48.
I email samples of my work to potential customers
49.
I have a new product im bringing in from China and I am going to sell it on my web
sight at below what the competition is selling it for and im going to drive people
there through direct mail and email and opt in email.
50.
I have a Site Build It web site, but it has not been profitable yet. I think I have to
rethink what I put up on this site. I think I am giving away too much.
51.
I have access to fellow Ezine owners who have a collective subscriber base of
over one million people. I plan on joint venturing with them, and following up with
my autoresponder, and phone calls.
52.
I have identified a niche, premium cut cubic zirconium and I sell a lot of it mounted
in gold and platinum.
53.
I hope it is profitable someday, however not as of yet until implementation
54.
I hope so. Its too early to tell.
55.
I intend to set up a newsletter to keep in front of my referrers. Later I may

introduce a service linking all useful contacts to my investor base.
56.
I only have a web page presence at the moment.
57.
I plan on using newsletters to capture opt-in lists
58.
I send post cards to my target market driving them to get a special report from a
hotline or a special web page.
59.
I think were still struggling with that one.
60.
I use the net for doing client research. I dont currently get any business as result
of proactive online marketing efforts.
61.
I would like to market my niche technique of lease purchasing on the internet.
62.
Ill be developing a web site, or two.
63.
Im not allowed to market my companys product on line. Ive been doing some
research on e-commerce reading ezines like Corey Rudls, DEMC, and others. Ill
have one later on.
64.
Im really not sure yet. Weve only been up and viable on-line for a couple of
months so we havent really worked it yet.
65.
Ive marketing through my newsletter and also offered an email course but not
consistently.
66.
I'm reading.
67.
in our industry we are rare in the functionality we provide to ours users the site is
designed around them
68.
in our industry we are rare in the functionality we provide to ours users the site is
designed around them
69.
Integrated Marketing service that cuts conventional Marketing costs by 60%
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70.
Internet is just a business referral source for me right now.
71.
Internet used for lead generation and to educate prospects and to add credibility to
marketing/sales messages
72.
Internet website with order on line service
73.
Is developing one currently
74.
It should be a profitable strategy, however, as of yet, is it lack luster. Download

Ebook, real time online cc processing. It is a good web site and a good sales
letter by any standard, however, its not producing much yet, primarily ( I think)
because there is very little traffic. Every ones wizard solution to traffic is PAY ME,
and PAY ME usually does not result in very targeted traffic regardless of what you
are told when you whip out the old American Express Card.
75.
It does not apply
76.
It has brought us to where we are, but I know it is only a minimal effort. I simply
employed a firm to move our site ranking up in search engines.
77.
It is a secret that I dare not disclose
78.
It is a work in progress. We will develop the capabilities to generate leads, take

orders and expand our use of the internet so that it becomes a major pillar of our
Parthenon of Power.
79.
It is unlikely that we can sell our products through the Internet. Customers need to
physically sign the mobile service contracts before it can be counted as a sale.
80.
Its not profitable now, because the business itself is a long way from profitability.
But it will be, once the strategic relationships Im forging are in place. Essentially,
the strategy is to 1) use a variety of tactics to get people to the website (trade
publication articles, search engines, press releases, e-mail invitations, etc.), 2) get
website visitors to sign up as Registered Users (to receive our free e-newsletter
and occasional promotions by e-mail, among many other benefits), in the process
of which they give me contact information and other valuable information, and 3)
gradually convert Registered Users to paying clients.
81.
Its our entire focus.
82.
Just advertise rates.
83.
Just commencing have done some trialling by offering free on-line tuition to
those who have attended our courses 2 out of 200 offered have responded!!!
84.
Just educational.
85.
Just getting it going
86.
Just simply my web site and being listed on the Concrete Network
www.concretedesigns.biz
87.
Ken Evoy
88.
Leveraging the many different freedoms which Open Source brings, including
powerful combinations of standard packages (developed & tested by many) plus
immense opportunities for customisation. Permission marketing
89.
Links from and to websites
90.
Lots of ideas but not yet implemented
91.
My business is solely an Internet business
92.
My entire business is internet-based, and involves selling information in various

forms electronically.
93.
My entire marketing is basically on the internet. Email campaigns, search engine

optimization of our web sites, links and banner ads.
Page 607

94.
My fulfillment process (employee benefit planning) resides on the Internet.This will

facilitate the process being used by independent agents around the U.S.
95.
My product is a downloadable one. Everything is done on the Internet. But it's not
as profitable as I'd like it to be.
96.
My product is electronic only and so there are minimal production costs. Every
sale will be about 95% profit.
97.
My site sells my products and I use a combination of joint ventures/written articles

and email to drive sales
98.
My website was designed to act as a brochure and it has generated an average of

$35,000 in business over the past 5 years.
99.
My whole business is exclusively online I live in Italy so I cant do much offline to

reach a targeted audience, so my whole focus is online. I use viral and affiliate
marketing to spread my name online and build a reputation. My reputation will
improve my website sales and email collection process to take advantage of the
life time value of my subscribers/affiliates/customers
100.
Not at the present time.
101.
Not profitable yet. The stage is set, we are communicating, educating and
building relationships with our clients. Need the right products to sell through this
channel with the correct marketing strategy.
102.
Not really, currently use the internet to correspond to prospects and customers,
Our Web site is more brochure ware.
103.
Not sure if it is specifically a strategy as it should be, but we measure everything

so it is easy to tell if we are taking in more than we are spending to gain new
customers. We use search engines, paid inclusion, direct mail, occasionally some
specific ads on websites, and email marketing to bring our traffic.
104.
Not yet
105.
Not Yet but thats our plan.
106.
Not yet profitable: volunteering to be the webmaster for a well known business
directory homepage.
107.
Not yet,
108.
Not yet, but it will be in my plans next year when I get my web site up.
109.
Not yet, but were working on it
110.
Nothing we are doing right now is profitable. We do have a website and we create
website for each different Buying Group to assist in marketing to that BG. We also
offer Internet payment options such as credit cards a,d even checks over the
Interenet.
111.
On website and search engines. Could do more
112.
Once I work with a particular industry I plan to investigate offering the tuned
techniques for others in that industry via the Internet. The promotion is the key
and deciding what type of web site you want to have, that is one with changing
content that keeps people coming back, or one that makes it easy to sell an item
to the target market.
113.
Online catalog.
114.
On-line health appraisal questionnaires and full color health graph (bar graph)
results. Detailed and simply written information systems with associated on-line
product sales. Practitioner referral systems.
115.
Online subscriptions for news service
Page 608

116.
Opt-in list, pay per click search engines, newsletters and ezines
117.
Our efforts on the net are increasingly generating a larger share of our sales. See
33 above.
118.
Our partners use their web sites and email to promote our services.
119.
Our web business has grown our company to over 75% of its sales. Online
catalog, Online store, e-mails of specials, weekly contests for a free product has
increased our e-mail lists substantially for minimum cost, web rating software has
driven traffic, linking exchange and affiliate marketing offers.
120.
Our web site is under development
121.
Our website has been used in support of our marketing presentations. As we

develop our ATI ezine, it should become profitable in its own right.Each of our JVs
is based heavily upon internet marketing/functionalities. As they come on line,
they will be profitable as well.
122.
Our website is educational but we have and audio tour business that we intend to
make the internet base marketing a HUGE part of its success. Look for us in a
few years on the fortune five hundred list as Hot Spots Audio Tours.
123.
Pay for Placement Search engine bids for words related to our product. We get a
250% ROI within 3-5 weeks through Overture and Yahoo!
124.
People buy my services off my web site
125.
People expect you to have a website.
126.
Personalised email marketing.
127.
Profitable , Not yet
128.
Profitable only in that it only costs us the $19.95 per month access/hosting fee.
We have a website that is more educational than anything else. Tries to explain
electrical outlets and voltages in foreign countries and how to use appliance made
for use in N America in other countries. We do NOT allow orders through the net
as we've found 99.9% of people need to address a number of questions before we
can determine just what they will need. We ask them to call us on toll free number,
and help them one to one. Often results in a sale, though relatively small in $$$
($2.50 to 30.00)
129.
Profitably sell our software via a basic shop site.
130.
Promote on senior sites.
131.
Recruit JV partners to refer to me. I give them 50% of every sale, even my
backend.
132.
See Mkt Strategy, above.
133.
So far so goodblast/measure/cpa on opt in lists, nlast awayso the strategy has

been loose.
134.
solution-orinted web site, weekly e-newsletter to client list
135.
Somewhat profitable with email and internet marketing along with sales-letter type
website.
136.
Strategic alliance.
137.
Subprime lead providers mass email
138.
Super-Affiliate business model focusing on niche markets and topics, providing

guides to leading products and services which pay commissions for sales from
leads traceable to site.Killer Sales Letter with digital download of information
products.Both are full automated sites after set-up.
139.
Supply Chain Management.
Page 609

140.
Sure wish I did
141.
Tactically we have hired a Search Engine Optimization firm to help us acquire and
maintain a top ranking.
142.
That is a whole separate business, which involves printed books, ebooks,

newsletters, and an affiliate program.
143.
Thats our business as mentioned above
144.
The internet has been my largest source of new business. Maximizing my search
engine strategies to spend my advertising dollars at certain times of the day and
week has increased my ROI five times in the last six months and continues to
increase each month.
145.
The internet is direct mail in another form.
146.
The internet will reward the informed and penalize the uninformed. We use it as
the primary vehicle for timely communication across all time zones and languages.
147.
The web marketing is not proactive. our average customer spends thousand per
year, sometimes on each purchase.
148.
There is an internet service that I dont pay for, because I dont think it worth it.
149.
This has been described above.
150.
This has been my focus and passion for the last few months, although not yet
realeased we have 100s of clients ready go to with our 4 part internet marketing
plan.
151.
through an eBay-like website to sell goods first, then draw them back to my
website.
152.
through an eBay-like website to sell goods first, then draw them back to my
website.
153.
To date, the secret of our clients successes has been our ability to get their sites
ranked in the top twenty on the major search engines. Weve also had great
success because we write copy that is informational and helpful to site visitors. As
Jay has often advised, we write copy that is geared towards our target audience.
Its specific, not cookie cutter stuff that most sites have.
154.
To tease prospects enough to call us and request a face to face.
155.
Today, we only use the internet as a complementary tool to enable communication

and documentation sharing. I would not call it an incremental profit generating
strategy. Just one of many tools.
156.
Too early to determine.
157.
Twice monthly email newsletter
158.
Under development prior to implementation.
159.
Under development. Use of targeted e-zine, email & affiliate program.
160.
Usability.
161.
Use of search engines, banners, and targeted partnerships and affiliates
162.
Use strictly to drive B to B leads not to generate B to C product sales.
163.
Using email to constantly keeping customers in touch. Furthermore, providing

good value in content where they use immediately n their businesses,
recommending any related books, courses, other info that can help their
businesses.
164.
Very low cost subscriber base,
165.
Very targeted nich marketing off keywords etc
Page 610

166.
We are currently test marketing a tactic that hopefully will increase our exposure
on the internet through the use of being linked to more search engines and our
company name showing up more towards the top of the list when certain key
phrases are typed .
167.
We are in the order-made kitchen business, which requires actual visit and check
up of the location. I want to develop a strategy for the Internet, even for DM, but
cannot decide what approach is the best in such case.
168.
We are running an internet based business, therefore our marketing strategy is

designed for the Internet.
169.
We are setting up a new web site to sell shade products over the internet.
170.
We create and sell software. Internet is our natural medium. And again, see 22.
Give a restricted version away for free. And provide a smooth economic path to
use more of its power (subscription, pay-for-use).
171.
We do however use the internet for personalized communication between our

marketing /sales team and the supplier. Each supplier can log onto their own
personal web page with up to date product information giving their product
inventory by vessel, sales rates and pricing. No one else in our market has this
capability yet.
172.
We do not do this as well as we should even though we are an internet company

since we lack a full time web person and I do a lot of it myself.
173.
We do not have a business / marketing strategy for consulting services on the

internet but we do have a supplemental activity that addresses e-mail marketing
and advertising. That is a separate activity.
174.
We dont have an internet strategy.
175.
We dont sell online
176.
We have a number of profitable web sites (linked at www.thaddeus.com). We sell

products at them.
177.
We have a web site
178.
We have a web site and all of our marketing emails direct people to it.
179.
We have a website at www.acncontainers.com.au but we have not developed it

any further than that. Were not convinced that people buy or hire containers over
the internet, though they will search for information. Our turnover does not justify
the expense of creating any sort of real time order-online service.
180.
We have a website but as of yet it does not generate any substantial sales as of
yet.
181.
We have a website, we are currently working on how to effectively use it to

increase exposure and sales.
182.
We have an internet presence, but it doesnt do much for us in the way of sales.
183.
We have just started this. We need to get out in front of our prospects and
customers. So we are always attempting to use mailers (USPO or Email) to
provoke a response to get an appointment.
184.
We initially launched our business as a web-enabled service, but revised our

strategy when it became clear that the market was not particularly interested in the
web-enabled element of our business. As part of the current revision of strategy
underway, we will test a variety of marketing tactics using the Internet. I should
also say that we do use the Internet extensively in conducting our business, using
email to transfer the data lists, and sending some of the notifications via email as
well.
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185.
We know what we want to do but Not yet- we are 2 years away
186.
we only have a nice website on which plenty of information is published, ideally of

great use to potential clients, to which we direct them according principle of
educating your clients but this probably does not amount to an internet
strategy
187.

strategy
188.

strategy
189.

strategy
190.
We promote our website to our store visitors of which 80% are international
visitors so that they can revisit us. We aloign ourselves with the licencees so that
we can fulfil their orders as well as those generated by our our search engine
efforts
191.
We submit our loans by the internet saves time and money. Our website collects
names from people searching the web for mortgage, they become part of
autoreponse program continually feeding information on all types of finace. When
these people want finance, they come to us as we are their experts they trust, as
we provided invaluable info How to protect your assets from being sued.
192.
We use a strategy of capturing e-mail addresses of those who visit our site. We
do so by offering White Papers through popup windows on certain pages of our
site. Visitors also need to provide their name and e-mail address if they wish to
test drive one of our online demos. The names and e-mail addresses are added
to an autoresponder that then systematically e-mails them 7 times.
193.
We use internet to provide information to our clients and translators. We also

provide our translators with online tools, such as client-specific dictionaries.
194.
We use our website to add credibility and for realtor resource and we have our
email campaigns mentioned above. But these just feed into our offline business
195.
We use pay per click with numerous search engines
196.
We will be putting all of our manuals in pdf format to sell world wide.
197.
Were on the Internet and were profitable, but we havent started to scratch the
surface of possibility.
198.
Weve just rolled out our new web site which describes the benefits to working with
us. It includes a get the ball rolling three-step action guide that sits on the right
hand side of every page that makes it easy to hit the three crucial sections of our
site how we can help, why its in your best interest to use us over the
competition, and how to contact us.
199.
Website used for people to get more information, filter that saves my time.
200.
Website where we discuss what we offer and also try to get people to subscribe to
our newsletter
201.
Website, ezine and affiliates.
202.
Word of mouth seems to be working.
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203.
Working on this. We will offer this to our clients as a service. We think we can use
it to make money indirectly for clinics.
204.
working with Frank Garon and lee Benson at the moment
205.
www.befinanicalfreedom.com.
206.
Yes, I recently signed up at sitesell.com to improve the marketability of my real

estate agent supply site, www.YourNameOurGame.com My laon site will be
www.SalesSaviour.com (ot up yet)
207.
Yes, I recently signed up at sitesell.com to improve the marketability of my real

estate agent supply site, www.YourNameOurGame.com My laon site will be
www.SalesSaviour.com (ot up yet)
Page 613
Question 36. How Do You Explain Your Marketing Strategy to

Someone Outside Your Industry?
Question 36. How do you explain your marketing strategy to someone outside your
industry (i.e., at a party), keeping it as simple as possible?
1.
? (3)
2.
1. Drive people to the website 2. Catch their e-mail address 3. Try to encourage
an initial purchase through the website and direct e-mailing 4. Contact existing
customers again and try to sell more products
3.
1-2-3 is very simple
4.
95% of our marketing is done over the net. We have 20-30 website that educate
out customers on the cost of bad hires.
5.
A blank stare.
6.
A direct mail piece with TV airing at the same time .
7.
A three level marketing plan. 1st tier is national media marketing, 2nd tier is
regional media marketing and personal marketing combined, 3rd tier is part media
but mostly one to onemarketing at the personal level
8.
Acquiring customers at a minimum cost, by strategic alliances, usp
9.
Again we do not have a real tightly defined strategy? We try to help people to see
the pain of their current situation in light of the solutions and answers that are
available to them.
10.
Aim to be the largest procurer /marketer of top quality product from all regions in
which we work. This gives our marketing team the opportunity to be the price
setters of the particular product.
11.
All businesses need skill in the financial aspects of the business. Big companies
hire full-time people to fill the role of the Chief Financial Officer. Smaller
companies can get the same benefit but scaled to their need by my services.
12.
Always have a good selection good, fresh food in a clean atmosphere.
13.
Always see your market and focus on your strength. Cut the non-performers in
job, distributionship and focus of those that give you the most returns
14.
An educated consumer is our best client.
15.
Anyone can understand a commitment to excellent service. Simple strategies are

timeless.
16.
Ask question? Do you know anyone that could use help in making better
decisions??
17.
Asking "Would you like to be able to build up a relationship with a supplier, rather
than for example, receive unsolicited mail?"
18.
Association of various industries through membership or conducting seminars to

their members at no cost and offer hugh discount to our products.
19.
Attract new business through networking, contacts, satisfied clients, direct mail
20.
Automated personalized relationship building.
21.
Be first. (See #17)
22.
Be different
23.
Be so indespensible that you are referred
24.
Be the best overall solution for your customer at a reasonable price (great value).
We establish a great relationship with high hand holding personal care for setup
and if there are troubles so that the customer can grow sales and profits.
25.
Be the first, the largest , and the best.
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26.
Better service, lower price
27.
Bettering the competition by over-satisfying customers, generating

additionalRevenues and referrals to grow the business
28.
Biblical based fundraising so individuals can build a closer relationship with God,
raise cash for the church group, and we use the profits to support third world
orphanages.
29.
Broaden referral sources, expand services, cross sell
30.
Build a relationship with prospects by taking away all the risk... then deliver bigger
than I promised. Being there for them.
31.
Build a reputation for expertise in my area, then apply my expertise to help

companies make their Information Technology more valuable.
32.
By askingthem questions to find out what they already know the industry
33.
By developing great relationships with our clients we have been able to

continuously multiply our client base via referrals. It is all word of mouth.
34.
By repeat business and keep looking for new clients with calls and faxing.
35.
By using a 60 second elevator pitch.
36.
Call prospects (or leave voice mail messages) inviting them to request a free
booklet comprehensively explaining the benefits of telemarketing. Then if they
realize the profit potential of a telemarketing operation, they can have an analysis
done which will determine for them, specifically, if a joint venture with me would be
profitable._
37.
Cant and dont
38.
Chocolat ethat raises money fo rhunger relief projects
39.
Cold calls, referrals, direct mailers
40.
Contact potential buyers through word of mouth or the newspaper
41.
Contact prior customers to see how my suggestions are working for them.
42.
Create a greater perceivable value, from the clients perspective, for our services
at a market level price that moves them to a buying action.
43.
Create a product that a company can use to track the productivity of driver and
give a daily p&L
44.
Create awareness in a market niche and offer customers more than they
bargained for.
45.
Create opportunities to contact new people, communicate with them so that they
understand they have a problem that needs help, and close them on our being the
solution.
46.
Currently: PR, articles, ads. Later: word of mouth.
47.
Customer relationship management and calculated advertising
48.
Database research and targeting communication by mail a specific money saving

proposition followed by telephone and presentation.
49.
Desire to make a difference in peoples lives and available.
50.
Develop deep relationships with large clients
51.
Develop strong relationships with consistent referral sources
52.
Developing deep relationships with a small number of key retailers whilst ensuring
market coverage by having product available across all geographies (80/20 rule)
53.
Direct mail
Page 615

54.
Direct mail and advertising with phone support
55.
Direct mail with lots of P.R. and with phone support -- inbound and outbound.
56.
Direct Mail; targeted advertising
57.
Direct mailing to an area that i want to serve.
58.
Direct mailings with great offers, up sell, build relationships with customer
59.
Direct marketing and to target audience
60.
Direct sales to customers at art & craft shows with follow-on sales via mail order
61.
Do a great job and people will tell others.
62.
Do not have one
63.
Do stuff that is fun and that you are passionate about everything else comes
from there and always work on the WIIFM factor people do things for their
reasons not yours.
64.
Dont
65.
Dont do it
66.
Dont have a good strategy
67.
Dont have a marketing strategy.
68.
Dont have a strategy but do talk up the practice at events and organizations and
let others know we are accepting new patients
69.
Dont have an overall strategy yet.
70.
Dont have one
71.
Dont have one. We rely on people walking in the door or callihg on the phone.
72.
Dont really have one o I couldnt explain it. I always thought of Marketing
Strategy as a tactic. Something below a Strategy.
73.
dont
74.
Dupont spent 20 years developing a biotechnolgy product that has profound

effects on 96% of eveyone who takes it, and i help set up the marketing for it.
75.
Educating respected referral sources to strongly recommend us to appropriate

clients.
76.
Equate it to upmarket and downmarket retail stores.
77.
Establish technical excellence, then clearly and graphically explain advantages of

using services based on this excellence.
78.
every business owner has problems, but someone somewhere has had these
problems too what we do is we find these people with experience of solving
these problems and organise solution-oriented seminar during which they divulge
their knowledge and experience
79.
Exclusive branded products at competitive prices
80.
Expert Positioning
81.
Expert providing a quality business service
82.
Explain our vertical market approach
83.
Explaining how people make every buying decision based on emotion and not
logic and how to tap into their emotions by finding their major pain and/or fears
and then following up on a consistent basis.
84.
Fax blast a series of response letters to a targeted list of prospects
85.
Figure out who has the authority to write a check and then get the guy actually
Page 616

doing the hard work to be your champiopn and help sell your [product to him.
86.
Find an opportunity and go after it
87.
Find interested buyers and connect them to my books or classes.
88.
Finding strategies to quickly launch products(tactics) into the markeptplace and

dominating the specific niche they are targetting
89.
First I describe my USP and then go on talking about referralsI send out flyers
every month detailing body treatment specials to entice the shopping center
tenants to try for themselves or give away to their clients. Every person that
comes in for a treatment I ask to give them a few business cards to take with them
and give to their friends as referrals. For every referral I get, the person referring
is entitled to either 15 minutes (that may accumulate) of any body treatment of
their choice or $15.00 off of any body treatment of their choice.
90.
Focus is on total comfort and quality care for our patients all the tactics support
this.
91.
Focus on helping business optimize their long term results
92.
Follow the tried and true techniques of others who are successful
93.
Funnel end users to my current customers to purchase the products I represent
94.
Generally I say boot leather on the pavement works best, and go to work every
day.
95.
Generate leads in pre-selling mood by valuable articles (how-to type),

establishing trust (testimonials) and encourage to contact us by phone or mail.
96.
Get in front of the clients continuously. Educate them and let them know you can
be called for information as well as buying your product or service. Try to work
with other businesses to leverage your time and add to your range of services and
products. This builds income streams too. Keep following up. Do things differently
than everyone else. This way you will be remembered.
97.
Get to know the clients business and do good work.
98.
Getting more referrals and keeping and getting more clients.
99.
Give it away. See 35.
100.
Give people great value and results.
101.
Giving a little extra, by mixing my knowledge on copywriting with personal

coaching.
102.
Giving my promoters, & affiliates more than any other program on the front end
product or service, then making money on the back-end.
103.
Giving the stuff away as added value gift tool to organizations with a lot of
members/customers.
104.
Global trade
105.
Good service and low price.
106.
have never tried doing this
107.
Have others refer me as the only and best solution in my industry
108.
Have our website available on the internet, so search engines can find us.
109.
Have salespeople making cold calls and visiting people
110.
Have you ever slipped on a wet floor? My company fixes those problems for
restaurants, hotels, schools, health clubs, office buildings, and bathtubs.
111.
Havent yet
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112.
Havnt yet been able to do so to my satisfaction
113.
heavy coupon discounting
114.
heavy pr in advance of personal appearance by artist
115.
Helping family and friends to home ownership
116.
Helping other business grow their bottom line by allowing us to provide our
services to their prospects, and letting them keep 100% of the profits.
117.
Helping others create marketing leverage in their business. We are rewarded out
of their victories.
118.
Hi my name is Mervin Faulkner. I am in the Promotion/Incentive business. I show

people how they can participate in a Points Reward/Incentive Program that pays
them for doing so and creates an additional income steam for their company.
119.
Honestly, I never been asked by anyone in a party about our marketing strategy. If
someone ask, I do not have much to say as there is none.
120.
How much active money making knowledge do you want for free.I can get it for
you? Add a customized benefit to them and keep stacking until they say we should
talk sometime.
121.
I advertise into the same areas with 3 different business names and 3 different
sales staff
122.
I advertise they call
123.
I am a member os several organizations where I attend meetings and share my

business with the attendees, get their cards, and contact them afterwords to
explore their needs.
124.
I am beginning to realize that I do not have one
125.
I am business growth strategist. I show companies how to increase their profits

20% to 30% immediately and double their revenues in 12 to 18 months.
126.
I am in the wealth building business and focus on wellness products that

continually solve many health challenges. I am about creating wealth and health
and recruit and train men and women that are interested in a potentially lucrative
home based business.
127.
I ask for the referral or create some type of alliance.
128.
I avoid parties.or I talk about her! Baby!!!!!!!!!!
129.
I buy and sell houses using the lease purchase method.
130.
I cant
131.
I cant explain what we do let alone explain a marketing strategy
132.
I clean rings for a quarter.
133.
I convey to them my USP and let them know up front I can in a brief conversation
by phone or in person, identify potential marketing methods that can be converted
in to new income for their business.
134.
I describe the workshops and training program I offer, giving them some examples
of athletes I have worked with.
135.
I do a book review campaign each time I come out with a new or revised edition
(Dan Poynter style); I send announcements to everyone who has purchased
books from me in the past; I am calling my mailing list about a new customized
nutrition program I am marketing.
136.
I do a few mailings, a referral system, and I build great relationships with my

clients.
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137.
I do explain the marketing associated with building a LIST or using some other
peoples LIST. I must say the methods of symbiotic existince do look very
promising. That is something I learned from Jay Abraham and recognized it as a
method used by Jim Rohn (Herbalife) and Jim Dornin (Network21) and Amway.
Robert Kiyosaki do take the same route in association with Nightingale-Conant.
138.
I do not explain my marketing strategies at parties
139.
I dont (8)
140.
I dont explain it to anybody. It bores them to tears! Only my wife and one of my
principles understand.
141.
I dont explain my strategy.
142.
I dont have any strategy, so I wouldnt explain it to anyone.
143.
I dont talk about my strategy at parties
144.
I don't. I don't want them to know how I am marketing.
145.
I educate clients on benefits and pitfalls in the mortgage process instead of just
selling a mortgage
146.
I email leads generated by a lead generation company, then I send out

autoresonder messeges that educate and target interested prospects. I then send
the interested prospects to my site and offer them an educational mini-course.
Then I offer upsells and cross-sell other products that provide cash-flow that
supports my main business.
147.
I engage guest conductors in conversation and offer interesting scores that might
fit into their programing. I keep knocking on record producers doors, making offers
until one finally accepts.
148.
I establish personal one-to-one relationships with clients to ensure lifetime

satisfaction and referrals.
149.
I establish personal one-to-one relationships with clients to ensure lifetime

satisfaction and referrals.
150.
I explain our usp (getting families out of debt in 7 years), and tell people that the
way we continue to meet with more families is by other families referring us.
151.
I explain that this technology is the only FDA CT Scanner that is fast enough to
take clear images of the bodies moving parts, like the heart and lungs. It can also
perform diagnostic imaging in ways that could only be done invasively in the past.
As a result it is a safer, faster and less expensive way to receive these services.
152.
I find money businesses have overpaid for utilities and shipping and get it back for
them.
153.
I find people with existing customers and offer to form a mutually-beneficial

alliance with them.
154.
I find target markets that have business growth problems I can solve and I make
arrangements with associations and business vendors that have a favorable
relationship with these markets to endorse my products and services to members
of these groups.
155.
I focus on creating interaction intelligence in the world of the middle manager.
156.
I focus on the target, go out and establish a relationship, then make frequent
contact to create awareness and mindshare. Then I offer a risk free, low budget
initial offering in order to build trust and a deeper relationship all the while I am
educating them on my year long service option.
157.
I get good ranking right now on the search engines
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158.
I give you the product that gives you the most satisfaction
159.
I have a couple of documents that I use to explain the business concept to other
people. I generally sit down with them for a hour to review it.
160.
I have a twenty-five minute presentation that I give at Rotary and other service
clubs describing some of the tactics that work for me and I encourage the
audience to take one or two ideas home to think about and modify to fit their
needs. (I tell them that this is my wish for them) I tell them that as business men
it is our duty to help each other to be successful and to lead Boise out of the
economic doldrums rather than following the national economy by four years like
we did the last time we were in a down cycle. In it I touch briefly on branding,
competing with the internet and with the large cement warehouse type stores,
taking care of our core clientele, strategic alliances, and finding a nitch.
161.
I have highly credible people refer others to me, and am sought out after my
speaking engagements occur
162.
I have just spoken to people who have had a problem and let them know what I
could do to help them.
163.
I have none (2)
164.
I help companies struggling with sales and profit to increase both
165.
I help companies to be successful in the China market.
166.
I help medium to large business to develop more sales through better marketing
strategies
167.
I help others solve problems while saving them substantial money
168.
I help people remain at home when they need long-term health care
169.
I help people to help themselves...physically, emotionally, spiritually and also

financially...I introduce them to a high performance team and then mentor them to
success
170.
I help people to sell more of their services by helping them to tell their story to
people who might want to buy off them in a much better way
171.
I help therapist to be more effective in what they do.
172.
I identify who I want as clients and ask centers of influence or clients to refer me. I
ask satisfied clients to refer met to people like them.
173.
I just say my company teaches people how to make and save money.
174.
I keep in regular contact with my present clients.
175.
I keep my answers very broad and general.
176.
I leverage other peoples assets to access my target market, I help them solve a
tough marketing challenge and then let them know I am available to work on a
contingency basis.
177.
I leverage the power of highly satisfied customers to use their word of mouth to
inform others.
178.
I look to meet people who already have the trust and respect of my target client.
Then, I work to help them see that by introducing me to their clients, they are
making their clients businesses stronger and healthier which benefits everyone
involved.
179.
I make it easy for people to refer, and make them aware that referrals are
encouraged and rewarded
180.
I make money by helping other people and businesses make more money. I sell
my advice and products that enhance the sales of their business.
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181.
I make my living protecting your family and your business.
182.
I make web sites go from average to profitable
183.
I market and sell very technical electrical and electronic products to my industrial
customers and I do so as an "independent sales agent" who represents a multiple
number of product lines and manufacturers that do not compete.
184.
I market to people that cant get financing for a house traditionally.
185.
I market to small business people asset protection using a variety of business

entities and wills and trusts.
186.
I offer a free photo session and then my customers are able to order or not order
as they choose.
187.
I offer marketing and sales services for crossborder businesses (foreign

companies who want to build, enhance, grow, protect their business in Europe
specially in Germany)I offer office service, office space, strategy workshops,
marketing workshops, projectmanagement in areas of my expertise or related
areas
188.
I pick up the phone and start making calls
189.
I private label services (carpet cleaning, massage therapy,etc) under my brand
190.
I provide clients with opportunities to professionally display their talents to their

best potential. I help people look their best so they can do their best, and be their
best.
191.
I publish exclusive decorating electronic books over the internet that will teach
anyone how to decorate just like the professionals and even start a home based
business.
192.
I put myself out there, in front of the lorry.
193.
I reach people who are attracted to how I can help them through multiple
channels.
194.
I rely on word-of-mouth
195.
I review books by other writers and donate that column to my local paper. I give
away free ebooks on my websites. I put the beginning of each of my books on my
websites and put a link at the end so readers who are interested can buy the rest.
I put lots of useful information on my websites for free. I answer queries, run
contests, and create teaching aids.
196.
I say I try to stay in contact with mail, email, newsletters, etc.
197.
I say that people who buy my report get to profit it two ways, one from the
information it contains and secondly by referring others to me.
198.
I say that we strive to set the buying criteria and can get sales doing that.
199.
I see everyone as unique and I seek to build relationships with my clients which
empower them.
200.
I sell goods and services that make your life easier or more enjoyable.
201.
I sell information products online, then I allow my customers to profit by referring

my website to other people they get 50% of the profit from any sales they
generate for me.
202.
I sell weight-loss supplements to people via direct mail, space ads, radio or on the
internet.
203.
I send out a weekly bulletin, called The Must-Know InfoTM Bulletin, via email
each week, pointing out the benefit to people of requesting and completing a
Confidential Questionnaire. I follow up with those who have an expressed an
Page 621

interest by calling them. In due course, Ill be making special offers to people via
email to induce them to take action.
204.
I send out mailings to people I think need my service
205.
I show people how investment property works from a short booklet. I then explain
in person how it works and we organize something for a client if they would like to
use our services.
206.
I speak to people and groups, I write for publications, and then people call me.
207.
I specialize in helping businesses grow. Usually by making their marketing more

efficient and productive.
208.
I start by asking if they believe in two principles firstly, do you think you should
take personal responsibility for your overall well-being? Secondly, do you think
that prevention of disease is infinitely better than curs?
209.
I target market to Realtors by using direct response marketing.
210.
I teach, teachers how to use technology to dramatically improve the learning

experience of their students.
211.
I tell them I have a real estate co, theFirst Big City Discount Real Estate Company
in Pittsburgh. Its for sellers with some savvy but who need a R E broker w/20 yrs
experience, wholl help them sell it themselves and save thousands.
212.
I tell them my tactics
213.
I tell them the pain people feel by not using my products and then tell how I pull
them out of the pain.
214.
I try and get as many customers as possible
215.
I try to find out about their business or interests and what they are doing, and let
my marketing philosophies become part of the conversation.
216.
I use subcontractors to sale my products
217.
I use targeted direct mailings to specific contacts within the top 100 prospects in
the Metro area.
218.
I usually give our personal commercial in a nutshell (15 second commercial)
219.
I wait for the phone to ring.
220.
I want to market to intermediaries like bankers, lawyers, accountants, leasing

companies, and lease brokers, whose clients are the same clients Im looking for
that have trouble getting conventional financing for business equipment
221.
I will tell them that I produce results for my clients with their marketing
communication efforts. If they ask what kind of results I tell them that it depends
on the client because each one is looking for something else. For instance, some
are trying to reduce their budgets while others are trying to get more responses
from their efforts.
222.
I work with retirees and those nearing retirement to protect the value of their
investments and maximize long term income
223.
I would be at a loss to explain it.
224.
I wouldnt. I tend to keep it to myself.I guess Im too interested in them so I fly

under their radar and make the sale.It happens quiet a lot.People seldom ask me
about my self, they are too busy talking about their business, etc.
225.
Im JACK the JAR MAN, We discover plastic container packaging secrets in club
stores and manufacturer them for food clients.
226.
Im not doing this
227.
Ive built a community of partners who marketing on Internet7. Now describe your
Page 622

marketing game plan in one sentence. I train my clients to become successful
Internet marketers and invite them to become a partner in our private Internet
marketing community
228.
Ive tried to explain back-end or host-beneficiary before now I dont bother

what a convoluted mess ha!
229.
Identify a target of 100 intended clients then contact them through phone and
direct mail, maintain continual contact and work on backend sales and referrals.
230.
If I help you multiply your revenues and profits, will you favor me with your
employee benefits business?
231.
If we keep in touch with a potential customer, 90% will buy within 12 months. That
is our present marketing strategy.
232.
If you dont think my services are worth my fee, you wont owe me anything.
233.
If your business needs CASH, I have it
234.
I'm really not sure that I have a marketing strategy at this point. It's been more of
going through all the types of things that I've done over the last 4 years and
realizing that most of them didn't work that well other than my direct mail. That has
been my best marketing to date, quarterly newsletters.
235.
In addition to the usual listings (i.e. Yellow Pages) I seek referrals from satisfied
clients and use a company to supply me with appointments with people who meet
set criteria.
236.
In our industry service has taken a back seat. This is what we sell and stand on.
The service that the customer of the show producer will recieive.
237.
In traditional real estate, each AGENT does PERSONAL marketing. For Help-USell, each BROKER does OFFICE marketing, which is more efficient, and creates
a better team atmosphere. Even though my commission cut is lower, as a brand
new buyers agent I benefit because I dont have to spend any of my own personal
money generating leads.
238.
Informing our clients how our services save them money and time to give an event
to remember
239.
Intense face to face selling and relationships. Design in sole source technical
solutions. Develop new products based on real customer needs and projects
240.
Internet advertising, computer screening on recruiting end.Direct mail and targeted

advertising on retail end.
241.
Internet is used for lead generation, use telephone and personal visits to follow up
and close the sale
242.
Internet/Web based e-commerce
243.
Irrelevant I dont have one.
244.
Its all about who I know
245.
Its who you know or what you know that counts, but rather who knows what you
know so we reach out the community in order to gain more clients through sales
people, alliances with referring brokers and professionals
246.
it's as simple as possible
247.
Knowledgeable employees devoted to customer needs and their satisfaction
248.
Latly Ive been using I help Businesses cure there marketing IllsIt works
249.
Lead generation and client referals through specific superior service catered to my
clients. I hope by treating my clients as valued friends and offering a high degree
of personal care, they will recommend me to others.
Page 623

250.
Lead generation through multiple touch points
251.
Learn the sales material, talk to people and get referrals.
252.
Learning and modeling current market leaders.
253.
Let more people in my market segment know who I am
254.
List real estate at the right price and it will sell.
255.
Listen, understand and fill your clients personal needs.
256.
Location and good service with good, fair prices.
257.
Look for businesses that dont have a web presence then show them the benefits
to having a website
258.
Love the client to death, and remember the things they do not.
259.
Made to get people more healthy and/or wealthy
260.
Mail, phone, advertise.
261.
Make contact, determine motivation, set appointment, take listing
262.
Make money for people by getting them to stand out of the way.
263.
Make people say Wow, this is a Bodyshop. I've never seen or heard of a shop
that looks or does that.
264.
Making ourselves fully available to develop a plan for their success
265.
Market with nationwide distributors/distribution and local direct sales.
266.
Marketing gravityall my effortsd are designed to have people come to me
267.
Marketing is an effective way of communicating how your product will help another
individual.
268.
Marketing strategy is a key idea or concept that will help your company gain
considerable market share over time.
269.
Marketing-Consulting from practice to practice.
270.
Maximising student potential through tutoring and directed seminars
271.
Merely, that I provide the highest and best materials and design ideas in my field
and the artwork I chose to sell is highly collectable, rare and valuating due to the
artists exclusive nature and international notoriaty.
272.
Money back guarantee
273.
Mostly word of mouth.
274.
Multiple pillars using best practices, continuously testing them to optimize.
275.
my biggest marketing strategy is referral marketing
276.
My marketing exist out of a combination of building a peoplenetwork, direct mail

followed up by phone and personal meetings to close the deal.
277.
My marketing strategy is like Alladdins Lamp. I ask people to make three wishes
about their communications and then help them fulfill these.
278.
My strategy is to teach people the value of good sleep and health.
279.
My strategy: I'm trying to get a better clients and to get bigger volume. to find an
office I can buy or merge with.
280.
My USPI help companies craft powerful & unique indentities. So a flood of

business not only comes to them, but they become the only choice in the industry.
281.
N/A (4)
282.
Natural growth.
Page 624

283.
Need to clarify my strategy before trying to explain it.
284.
Networking and referrals
285.
never do
286.
Never done
287.
Never had the opportunity but if I did: Our goal is to identify several different but
complementary markets that fit our skills, and introduce our company to them as
time and money and energy allow.
288.
Never have to since I do not have onoe
289.
No idea
290.
No marketing strategy in place.
291.
No one has ever asked.
292.
No real strategy, just seize opportunities
293.
No strategy (2)
294.
No structure except we try to build a long relationship with our customers
295.
None (5)
296.
Not relevant
297.
Not something I usually do.
298.
Not very well
299.
Offer a low-cost, quality sample to establish a loyal customer base. Then offer
quality ready to eat meals for a profit.
300.
one customer or physician tells another about our services because our
recommendations are effective.
301.
optimization
302.
Our business is 100% referral
303.
Our business is providing medical practice management services. We identify

those practices with reimbursement deficiencies where we feel we can improve
their revenue by a least 20% and we share 25% of that improvement. We identify
general practices that can offer their patients our allied health products and
significantly increase the clinics revenue.
304.
Our clients needs always come first
305.
Our clients come to us by referrals, so when we do business with, they are

required to provide us with referrals. We are selective and they must meant out
net worth requirements. People want to with successful people You have to
qualfy.We provide creative solutions getting a loan and and we work with
Accountants & lawyers and put you in touch them to help you slove other
problems
306.
Our elevator speech: We provide security services that help companies prevent
law suits, productivity collapse and negative publicity while protecting their people,
property and assets.
307.
Our focus is on keeping our customers concerns and requirements first, while
meeting industry standards. We keep our customers requirements in the first
position
308.
Our goal is to have our perfect clients come searching for us instead of us trying
to chase them down.. hmm . . . lord I need work on this.
309.
Our marketing strategy is focus on industrial customers and whole sellers
Page 625

310.
Our marketing strategy is to excel in our brand business, rendering automatic

acknowledgement of your competence.
311.
Our marketing strategy utilizes a Gradual Marketing approach.
312.
Our mission is to share to small to medium sized distributor and manufacturing

prospective customers compelling solutions that leverage technology to make
them more money. We primly reach them by phone.
313.
Our strategy is to focus on the areas that we think we gain the most assets under
management.
314.
Outline the residual and ongoing nature or the business
315.
Partner with companies that have more to gain by my success then if I do. In my
case it is the USPS.
316.
People always want to know if chiropractic can help whatever ails them. We use
the pebble in the shoe analogy. If you have pebble in your shoe and it hurts, the
only way to get rid of the pain is to remove the pebble not to take a drug or have a
surgery. In our office we help to get rid of the pebbles irritating the nervous
system-SUBLUXATION.
317.
People buy direct from us and save
318.
Permission based marketing on the internet.
319.
Personal contact with frequent phone followups
320.
Phone calls
321.
Placed myself at the center of my industry as the most knowledgeable

INDEPENDENT information source.
322.
Placing classifieds, meeting prospects and selling them.
323.
Plan for immediacy, for tomorrow, next year, five years ahead, 25 years ahead
and beyond simultaneously
324.
poorly
325.
Practice your scripts call people that might want to sell or buy a home and really
be there for them and try to help them.
326.
Pre- eminent choice for quality designs and models
327.
Primarily direct mail.
328.
Profiling our clients and prospects and directing emails to them based on that
profile and those of our clients.
329.
Promotion on internet.
330.
Provide cost effective solutions that provide the most cost effective solution, and
often save lots of time and/or money long after the project is completed.
331.
Provide excellent service and then use that to get referalls and references for
selling to new customers. Also, keep selling more and more services to existing
customers based on doing such a good job with what they have already.
332.
Provide the best affordable products in the market place
333.
Providing a broad range of high quality supporting service to letting agents.
334.
Providing decorating advice to answer all your queries
335.
Providing free info to prove my expertise
336.
Providing web based applications and information systems for health

professionals that they can use for specialised information sourcing for both
themselves and their patients.Patient ordering systems that allows a practitioner to
earn a commission equal to what they would get if they sold the product for profit
Page 626

themselves from their premises.Direct sales of products to practitioners for resale
to patients from their premises.Designing and distributing software solutions for
patient and practice management, and marketing.
337.
Pull not push. Digital tools via internet.
338.
Putting the customer in what we called in the Marine Corps the dilemma of the
Horns of the Bull i.e., No matter which way you turn you find us.
339.
Radio interviews, toll free phone number, Internet.
340.
Really don't
341.
Referral system and quality and affordabiklity
342.
Referrals (8)
343.
Referrals and personal contacts
344.
Referrals, emailings, municipal endorsement and publicity
345.
Rely on word of mouth referrals, relationships in community, with a minimum of

paid advertising
346.
Repitition.
347.
Re-selling existing clients.
348.
Right now, I am depending mainly upon word of mouth references
349.
Same as our USP. For over 50 years we have been providing quality promotion
and recognition products on time, everytimeguaranteed.
350.
Search engine rankings.
351.
Seat of the pants
352.
We offer Large corporations Total Building Solutions to take care of all their
facilities needs with one stop and save them $s and increase the productivity of
their people at the same time.
353.
Sell diamonds at very lower price possible
354.
Sell the key companies
355.
Sell the key companies
356.
Send out press releases, wait for the leads to come in, call the leads.
357.
Service, Service, Service. We Care.
358.
Simle well desined short but thorough project with systemic look and high level of
creativity
359.
simplicity and partnering
360.
Simply respecting the customer, making it easy and rewarding to do business with
me and deliver quality product and service.
361.
Stay focused on our core strengths: Haircuts for men and boys in a sportsthemed environment that create an experience vs. a commodity item.
362.
Stick to the companys mission statement and how we are applying it to our
particular part of the overall business in Europe. A brief description of some of the
broad tactics we are using, Nothing too detailed though!
363.
Still trying to figure it out.
364.
Stop by for coffee, learn about each other first, then talk about the business of
Alpacas
365.
strategic alliance
366.
Stress our feeling of service
Page 627

367.
Suggest to people that we can help them in many ways they had not thought of
368.
Talk about business consulting and helping our clients grow their businesses
profitably.
369.
Target in person and with direct mail current clients a nd prospective clients.
370.
Tell them Ive gotten involved in property developments and through this, have
come across some really lucrative investment opportunities. If interested, I start to
expand further.
371.
Tell them the basics: we sell software to a specific market using traditional
marketing programs
372.
Tell them what I do and refere to websites yp and 24hr message
373.
Tell them what we do, why we are so good in this business, and offer him a
spotting fee to find prospect.
374.
Telling the people the truth
375.
That are marketing efforts are sporatic
376.
That I rely and aim to have a 100% referral based business.
377.
That we try to be aware of whats important to our clients, and communicate the
quality and uniqueness of what we do and how we do it (as clich as that might
sound??)
378.
The elevator speech
379.
The blueprint for the company, the thesis
380.
The goal is top of mind awareness when it relates to anything realestae or

financially concerned. Its accomplished by eliminating as much confusion and
clutter around our transaction, offering relationships for the needed ancillary
services, and remaining in constant contact with our customer.
381.
The sales funnel analogy
382.
Through study and referrals, we identify and match our capabilities with
companies who are eager to strengthen and grow their position in their market or
industry
383.
To achieve the objective culture and master strategy by applying all the viable
marketing tactics to all the vialble markets available using the client's stories and
testimonials as the theme at the heart of most of the communication.
384.
To be know by as many people as possible.
385.
To connect with other businesses in a win-win situations
386.
To connect with Practitioners, charities and other organizations to have them

promote my products and services, in returning for a commission.
387.
To constantly come up with new products, either through growth or acquisistion.
388.
To deliver cutting edge products at a effective cost directly bypassing the

middlemen
389.
To develop and nurture life-long relationships with owners of commercial buildings

who are looking for partners to provide them with the highest quality building
management solutions which help them achieve the most comfortable
environment possible while ensuring lowest possible operating cost (i.e. greatest
financial value for their investment).
390.
To do what we can to ensure that the tide towards green funerals (and ones which
use our coffins) becomes as large as the tide towards cremation became at the
beginning of the last century.
391.
To educate my target market about the effectiveness of a unique marketing
Page 628

system to help businesses make more money
392.
To enrich your life and your community with beauty by filling the gap once
occupied by the old-world Renassiance Masters Studio.
393.
To get customers and keep them, while providing good customer service and
enjoyment.
394.
To make sure that our customers needs are met, providing them with backend
services
395.
To provide strategic solutions to entrepreneurs of different experience and

educational levels for developing Home-based income producing assets.
396.
to sell to a specific group of art collectors, i.e., those who like western realism art
397.
To stay in contact with our prospect base so that when they are looking for Supply
Chain Software they think of us first
398.
To try and let the world know there are answers to the many drug side effects.
Solution selling
399.
Too early .still under development as our barbecue story
400.
Total fluid management of mainly petroleum related products and marketing

support services.
401.
Unfortunately, Ive been working so much recently, I havent had a chance to go to

any parties :o( But I would explain my new (and still not completely formulated)
strategy as providing a complete suite of products/services to companies in the
cable/satellite industry that prepares them for the future of the TV industry. These
offerings are informational, educational, extremely valuable to our clients, have
little competition, and are created by collaborating with other broad-minded
professionals in the industry. I have no idea how that would go over at a party, but
if I try it, Ill let you know!
402.
Unique product, competitive price and unpeckable service
403.
unknown
404.
Use conventional advertising and promotions to drive store traffic using pricing
and financing as major attraction
405.
Using one sentence
406.
Using other peoples database to promote our service
407.
Using show to reach more clients.
408.
Using the terms in question 33. Make a Power Point presentation if needed.
409.
Utilize simple but effective techniques that massively benefit the end user.
410.
Viral, allowing it to grow by its own value and word of mouth
411.
We absolutely love our members and we want them to be the most successful
people in the industry.
412.
We aim to be the most responsive and exceed agreed expectations, delight the
client.
413.
We aim to develop a network & community with our clients based on providing
amazing value and benefits to each other. Our approach to all prospective clients
is driven by that desire which they usually feel and respond to.
414.
We aim to educate and provided free information to landowners interested in

developing a windfarm on their own ground.
415.
We aim to inform, and educate business-people in online marketing using email

newsletters by offering information products that are created and targeted to their
needs and desires, by constantly building an opt-in list, surveying it for feedback
Page 629

and constructing products the market has evinced interest in.
416.
We aim to inform, and educate business-people in online marketing using email

newsletters by offering information products that are created and targeted to their
needs and desires, by constantly building an opt-in list, surveying it for feedback
and constructing products the market has evinced interest in.
417.
We aim to provide a complete solutions to the Print and Marking trades.
418.
We are autohealth experts, no one else is.
419.
We are a customer obsessed company.
420.
We are a honest manufacturer making high quality Italian and Japanese style
order made kitchen according to your needs and budget at a normal prices
421.
We are a publisher of the best sports newspaper in our city, we help our clients
gain exposure, market to their desired demograhic audience.
422.
We are a small family run cyder making company that strives to carry on eight
generations of cyder making heritage. Our forefathers primary concern was to
make a drink that they liked fortunately the public likes it to.Through a number of
activities that are designed to encourage consumers to try our cyder we plan to
raise the profile of the brand by delivering on our heritage cyder that the family
would be proud of.Brand discoverers are key to our brand building. The sort of
people who discover a new wine or new type of food such as sun dried tomatoes
in the UK who when they discover our cyder they do our selling for us when they
encourage their friends to try our cyder too.
423.
We are in the business of building the most comfortable hot tub product within the
industry. We are the Volvo of the hot tub industry
424.
We are making it easy for the customer so that we are the only contact regarding
any service/complaint/inquiry in our company.
425.
We are position ourselves as the company to buy certified procut from, having the
most inventory, most variety and most comprehensive certification process.
426.
We are striving to be identified by our clients as being preeminent in the creation

of web-based internet databases which allow them to leave their hard-wired
networked computers behind; and giving them access to all the important
information that makes them unique and successful, any where and at any time
they have an internet connection.
427.
We are the only awards dealer that remind s you to be successful, by reminding
you to reward your best employees. Thereby making you more successful.. Our
sample program is the best in the industry, I believe. Dr. Moine was impressed
when I sent him one.
428.
We are the only source of fully guaranteed banquet furniture in the world and we
let new clients experience our furniture at low cost in order to create a longterm
relationship.
429.
We are trying to gain an intellectual toehold on those in media, so as to bolster our

credibility with those in the general fan base.
430.
We are trying to reach people one at the time (which I find an inefficient way of
doing it by I do not know any better)
431.
We are very specific in targeting our products. We remain successful by staying

very close to our customers and in providing only those products that add real
value to their businesses.
432.
We are working to attract people who are interested in more than symptom care.
We are looking for people who are looking for a better way to keep their bodies
healthy long-term; people who are interested in including a natural approach to
Page 630

health in their regular regimen.
433.
We ask for referrals.
434.
We build our market by determining the presence of establish customers and

prospects in a given niche who would benefit from our products and services and
deliver information to them over and over to establish sales, repeat sales and
backend sales.
435.
We call people and ask them a few questions and make them a promise we know
we can keep.
436.
We come out with innovative 1st-in-the-world products by getting ourselves into

the inner circle of industrys standards-making committees. As such, we promote
our still-in-process solutions with key customers and help them sell products with
1st-in-the-world features
437.
We communicate to realtors using various sources to let them know how much of
a difference we can really make to the realtors business
438.
We convince other complementary websites to put up links to our website, drive

traffic to our site and close it with an effective educational process.
439.
We create better lifestyles for our clients, by ensuring their success when
purchasing our products or programs
440.
We deliver solutions to the chains buyers by selling them products that does not
make the bulk of their business and buying all for one vendor gets them better
results in every way.
441.
We design and build custom/one of a kind houses.
442.
We develop and provide owner operated healthclubs with strategic marketing and
sales tools that allow them to grow their membership consistently and cost
effectively while increasing retention.
443.
we direct market to small businesses hoping to catch them at a time when their
cash flow ispresenting problems so that we can then offer a solution
444.
WE Dont
445.
We dont work for just anybody who enters the door (like our competitors do). We
select our clients very carefully. For example, this year, we have room for only 10
new clients. However, for those who get selected we structure our processes in a
way that allows us to guarantee them 100% satisfaction, 100% of the time, without
exceptions.
446.
We don't really have one
447.
We educate
448.
We focus on being different from other architects providing a service for our
clients by first listening to their needs, THEN designing a project.
449.
We focus on promoting our product through the Internet.
450.
We focus on supporting people who use a particular class of machines we

market to those who want to use their machine more effectively and enjoyably, to
those who have something to sell to those people.
451.
We fortunately have created a product whereby 95% of our primary market

already uses our software. This has all happened due to our pricing being very
value oriented early on in our history. We are now struggling to create the same
value in other markets to crack into them. Word of mouth has always been our
strongest ally.
452.
We give families the hope and peace of mind in knowing that theyll be able to
survive paying for their childrens education.
Page 631

453.
We give people an opportunity to experience us so that they can decide if what

we have to offer is for them.
454.
We guarantee our clients success and reach them through referrals, host
beneficiary and direct communication techniques
455.
We have a $500 warranty for the car security product giving the sale added value
for the client
456.
We have a very marketable product which we over time will bring to everyones
attention through direct-mail , the internet and the fax. We will have a sales force
to follow up with phone calls.
457.
We have no marketing strategy. The only strategy we had is to utilize our existing
customer base.
458.
We have the largest fleet of food vans in Australia and we advertise heavily on
radio during the football season.
459.
We have to achive to anderstanding-how comes one of the properties from one to

another.
460.
We help business people prevent problems and seize opportunities.
461.
We help businesses and individuals do more with what theyve gotthrough

Education and Re-organization.
462.
We help businesses get new customers,make more sales to existing customers

and increase profits from every customer.
463.
We help employers better manage their benefits through our specialization and
through systematic and continuous education and communication.
464.
We help individuals and small businesses achieve their dreams.
465.
We help our client grow their businesses through
466.
We help our clients by providing responsive solutions for their environmental or

safety challenges
467.
We help our clients increase productivity and reduce costs. We do this by offering
services and IT solutions that best fit their needs.
468.
We help people attain their real estate plans through under standing and
experience.
469.
We help people find and correct the real causes of their health problems when
others have given up or are unable to, and we do it safely and efficiently and at
extremely low cost.
470.
We help people find out what there house is worth without having to have a real
estate agent come to their home.
471.
We help people have the best vacation experience, from planning to recovering,
possible anywhere.
472.
We help people who are in foreclosure to get out of it, save their house and credit
and let them still own and live in their house and even get cash out of it.
473.
We help sales people to increase their sales and they pay on results
474.
We help SMBs perform like large corporations online with having to spend
$1,000s to do it
475.
We help the customer first to make sure that they get exactly what they need and
a few pleasant surprises on top of that . it works for us.
476.
We help you make more sales or profit. We have different tools to do so: books,
seminars, newsletter, we consult, we offer call center services.
477.
We in business to help educate our very selective clients on how to increase their
Page 632

portfolio with information normally told to people in the know.
478.
We invite people to see a little of what we do (preview presentations etc), then

keep in touch with them before, during and after the purchase in order for them to
become loyal, long term customers.
479.
We like to try different and innovative marketing ideas that mostly revolve around
direct mail campaigns
480.
We look for strategic industry leaders with whom we can form partnerships that
are mutually beneficial.
481.
We make an absolute guarantee that well help you select the right container, that
it will be clean, watertight, and perform exactly as youd expect a container should.
Well send you photo of the exact container we recommend for you, and if, for
whatever reason, the box is not to your satisfaction, we will take it back no
questions asked. What sort of application for a container did you have in mind?
482.
We make more money for clients by targeting their market and then marketing
their target!
483.
We make the phone ring throughr yellow pages, Direct mail, phones sales &
TONERMAN.
484.
We market by honestly offering people a cleaner workplace, which results in a

healthier environment, which results in more productive employees.
485.
We market educational material worldwide through internet, magazine,

newsletters, catalogs and hosting and attending conferences.
486.
We meet with each client on at least a monthly basis to review the status of their
injured worker case. We deliver a detailed report on the progress to date. We
also use that meeting to glean additional information on the needs of the client,
information about our marketplace, what competitors are doing and additional
things we could do. We also provide a separate written report to each case
manager client
487.
We never have done so.
488.
We offer a business health check to find out where the busines needs help. Then
we tackle what ever area needs to be worked on.
489.
We offer extended free trials so people can experience for themselves the ease of
learning a second language with our system of thousands of images.
490.
We offer payment solutions to retailers by using independent contractors.
491.
We offer products to meet your complete projection requirements
492.
We offer the best way to transform and make you become the Master of your life.
493.
We offer the widest selection of luggage and travel accessories at prices that meet
or beat the discounters and department stores.
494.
We partner with marketing consultants who already have a trust relationship with
the end-user clients who will benefit most from our product.
495.
We pick the ways to get to the largest groups of our target audience in the most
cost effective ways.
496.
We plan to capitalize on our good name with people who knew us with our old
business and then get our name out to new, potential clients. Unfortunately, our
lawsuit is holding us back.
497.
We position ourselves as experts in our niche, work hard to communicate same to

our target customers
498.
We presently have no strategy. most of our business is word of mouth
Page 633

499.
We provide a 100%turnkey private label long distance and dial internet solution for
any company, association that is looking to leverage their credibility and good will
into a new revenue stream that will help them meet their objectives
500.
We provide a personal but professional service to our clients, becoming part of

their business. Since our business has mostly grown through word of mouth, we
work such that our clients will be so happy with us they cant help but tell other
businesses about us
501.
We provide a warehousing alternative that helps customers save money and time
and increases their profits.
502.
We provide custom imprinted products that are used for marketing an organization
to internal and external customers.
503.
We provide customer-centric products and superlative service to commercial

clients in a growing geography.
504.
We provide Dedicated Business Internet full time 24 x 7.
505.
We provide equipment and services to automate production and lower costs of

castings in the automotive industry.
506.
We provide expert cash flow solutions to small to medium size companies in our
marketplace.
507.
We provide fr the 30,000 people watching the game not the 30 playing the game
508.
We provide mailing lists and marketing services to clients in the health care and
mental health fields who market their programs/services to professionals.
509.
We provide the best possible service to encourage clients to come back and refer
us to others
510.
We provide the only solution for motorcycle theft recovery and GPS tracking.
511.
We provide top-notch engineering, surveying and drafting services with rapid

turnaround at a fair price.
512.
We really don't have a marketing strategy in place. .. the only thing close comes to
ask our customers to tell others about their experience with The Stick.
513.
We rely on past relationships and the relationships of our customers to others in

their industry get more business.
514.
We seek new donors and attempt to upgrade their donations.
515.
We sell affordable fine art to retail stores so that more people can have access to
it.
516.
We sell most of our move announcement services through referrals from

relocation consultants, and have sold successfully to several very high quality
companies that way. We have also seen a significant demand from those clients
for other types of notices in addition, and are now marketing additional types of
notices primarily to existing clients.
517.
We sell the technology of risk management through an international network of

technology transfer partners.
518.
We set goals, and then work out how to achieve them. Deadline rolls along and
weve achieved it/
519.
We show clients how to be more efficient and effective. Intro new products and
procedured , educate clients to the help we can bring.
520.
We simply talk to potential clients and hope to gain their trust.
521.
We specialize in helping commercial corporate clients improve productivity and

increase profits by (a) analyzing and upgrading the key business processes that
Page 634

drive their business and (b) determining the best technical / financial plan among
competing technology alternatives for implementing new programs. We also
provide marketing consulting services to technology companies to help them (a)
decide on new product functions and pricing, (b) assess the financial and profit
implications of offering a new product or service and (c) creating an effective
market entry strategy and marketing plan if the client does offer a new product or
service.
522.
We study parts of groups of people who use computers or are ready to benefit
from regular computer usage. Once we identify those sub-groups which would
benefit from using our products and services, we conduct tests to determine if we
should focus on them. We aim to serve by providing highly attractive, even
compelling, products and services to these sub-groups of users and prospective
users. We strive to become the leading providers to these sub-groups. Not
everyone will benefit from using our products and services, so we ensure our
system of new-customer recruitment captures only those who fit our idealcustomer profiles. But once they become our customers, we provide the best
services, top-quality goods to them. We do not believe in forcing them to accept
our goods and services, so we readily accept returns from them. In all, we provide
the best customer experience we know how to.
523.
We talk about our ability to understand and evaluate technology and, given our
broad business experience, how to implement things effectively in a business
setting.
524.
We teach and provide the worlds best family-based vegetable gardening

instruction and materials.
525.
-We teach people how to become financially independent.
526.
We tell stories in stone.
527.
We treat our real estate clients "like family"
528.
We try to do things as a "big" corporation would do
529.
We try to get into retailers.
530.
We use alliances and client education to establish and grow market segments
531.
We use direct mail, trade shows and industry publications.
532.
We use direct marketing to generate leads and qualify those leads by providing
information to them through recorded messages, emails, free reports and live
CSRs until they agree to buy our product
533.
We use marketing to communicate our advantages over our competition and to

explain the solutions that we offer to solve our clients problems.
534.
We use partner to sell our services. We have operations in India allowing us to

deliver high quality products and a price point unmatched by US companies.
535.
We use the power and cost-effectiveness of the Internet to bring customers to our
online store where we provide low prices, fast shipping and all the information you
need to find the batteries and flashlights you need. We treat every customer like a
valuable human being and show respect to them. In turn they tell all their friends
and business associates about us, thus extending our marketing.
536.
We use the web
537.
We want to entertain the masses performing in large venues and make people
laugh
538.
We work hard to train the resources so that they can implement the projects with
supreme quality. We also make a lot off personel marketing stating our quality.
When the ball starts rolling everyone speaks about us and our quality.
Page 635

539.
Were everywhere
540.
Weve been waiting for people to come to us rather than going after them
541.
Weve had some trouble with this.
542.
Well, I would say the my marketing strategy would be to find a niche, marketing
through partnering with associations or perhaps through networking.
543.
Wellness Solutions through coaching
544.
We're very much focussed on the initial sale as once the first order has been
placed we are usually very good at keeping our customers happy.
545.
what we do different guarantees, 800 numbers, talking house, Sunday tour
546.
What we do is improve a Companys business processes to improve sales, cut

costs etc.
547.
When a company maintains receivables, there are always some slow-paying

accounts that impede cash flow. I show those companies how to get those slowpaying accounts to pay on-time without losing them as customers.
548.
When my client leaves, they walk out the door having received whatever was
perfect for them So, once I get someone on my massage table, I have a client for
life! Because of that, the benefit of getting a client there for the first time is way
worth my marketing costs.
549.
When people have a chance to try the product they buy it.
550.
Whilst I don't really have one, my current answer to that would be:"I intend to
position myself as the only recovery auditor you'd bother using because I look to
solve your problem long term, not simply to try to squeeze as much money out of
you as possible by not fixing your problem, just mopping up afterwards."
551.
Who are targets are and what value, vision we are marketing PRI Protect assset,
reduce hassles,increase profits
552.
Will have to work on building an effective strategy and work it into an elevator
speech for describing our marketing strategy. Will need assistance and ideas on
this.
553.
With continual contact we strive to inform both customers and prospects.
554.
With difficulty (3)
555.
Word of mouth advertising
556.
word of mouth and networking
557.
Word of Mouth referral (4)
558.
Word of mouth, making things understandable.
559.
Write an article and include your resource box at the end of the article but never
send them to your website. Instead, use an email address for more information on
the topic. That email address triggers an autoresponder series that continues to
market to them on that topic. They identify themselves as hot prospects and you
already know what they want to know.
560.
www.thebiznetwrk.com
561.
XpressGuardanywhere US & Canada4 hours or lessGuaranteed!
562.
You know haw people are wanting to live longer & be healthier & wanting to be
more in control of their finaces, that's what I do.
563.
You know how some children struggle to learn well because they are just so full of
feeling they cant take it in. We train adults to help remove the emotional blocks to
learning and reignite potential.
Page 636

564.
You must have more than one way to win new clients
565.
Youve probably been hearing a lot of negative things in the news about big public
companies like Worldcom, Enron and even Martha Stewart. Right? What I do is
work with smaller public companies that want to get big someday. We help them
grow ethically so that when they become large companies their senior
management teams dont end up in jail. Specifically, we set up best practices
from an investor relations and financial communications standpoint.
566.
Your house is your engine for your financial growth and I can show you how to
make it produce more rpms for as little gas mileage as possible. Let me show
you how
Page 637
Question 37. Now Describe Your Marketing Game Plan in One

Sentence.?
Question 37. Now describe your marketing game plan in one sentence.
1.
? (6)
2.
I treat customers right and they provide me with new business.
3.
1- repeat, 2 referrals, 3 recommendations all made successful not simply

satisfied
4.
5 personal contacts per day (meeting or phone or letter)
5.
A range of tactics designed to instill top of mind awareness of Sales Champions

for real estate sales coaching.
6.
Acquire new clients
7.
Adding that personal touch of beauty to your home, business and community.
8.
Advertise in magazines and on the internet to people oin my market segment so

that they know me and what I offer
9.
Advertise on web sites and newsletters.
10.
Advertising ,pr and personal appearances bv artist
11.
Advertising and follow-up.
12.
Aim, fire and then do what people choose out of 10-15 products we have
advertised.
13.
All pillars are designed to have people come to me because they know my abilies
can help them
14.
Already did.
15.
Always FIGHT back
16.
Always searching for getting business, from everyone I meet or talk to.
17.
An educated consumer is our best client.
18.
An unstructured, uncoordinated series of personal encounters.
19.
Appeal to peoples emotions. Get them to call for information and then try to sell
them products to sole their health problems.
20.
As mentioned throughout this questionnaire, we are ready to create and

implement our marketing game plan; it doesnt currently exist
21.
Attract high volume originators who cant get those credits I described above
approved conventionally
22.
Basically word of mouth
23.
Be nice to my clients and ask for referrals
24.
Be positioned as the pre-eminent results maker through credibility marketing
25.
Be seen and heard
26.
Be the best, tell everyone, continue to create innovative products and alliances
that provide value to our customer and revenue to us.
27.
Be the first (with the solution, quote, sample) with the most.Under commit and
over deliver
28.
Be the first company everyone thinks of when they think municipal software
29.
Be visible with a good reputation
30.
Because our members are our best advertising, they are building their association.
31.
Become our clients trusted business advisors.
32.
Become the Trusted Advisor
Page 638

Sentence.?
33.
Being direct with the consumer
34.
Being unique by using multiple pillars, continuously testing them to optimize.
35.
Benefit driven print advertising.
36.
Broaden referral sources, expand services
37.
Build 3 businesses selling the same product to gain 3 lots of market share
38.
Build a list of willing investors waiting for the right projects. Find suitable
development projects and put together syndicates on a deal by deal basis.
39.
Build a relationship, Build mindshare, close a small, risk free piece of business,
educate and upsell.
40.
Build a successful direct sales business that is a candidate for a joint-venture.
41.
build as many partners as possible to sell our products.
42.
build our brand through partnering
43.
Build relationships
44.
Build relationships through expertise to generate referrals.
45.
Build reputation and have 100% referral based business.
46.
Buy low, identify markets, sell at high margins.
47.
Buy wholesale and sell retail.
48.
By learning the salespeople of my partners in sales, the same way of making

phonecalls that lead to appointments that lead to meetings and to orders written,
expanding my business..
49.
By using alliance and referral contacts, I set up seminars and one-on-one

consultations, leading to marketing consulting assignments.
50.
By using different media to attract high performance leaders to my team
51.
Call on buyers to buy the product. Have a website so if people search they can
find us.
52.
Calling upon people who others have referred me to
53.
Cant
54.
Cant other than above and add: and then share the wins of our clients with
others.
55.
Cannot do at this time
56.
Capture enough repeat business to generate $10mm in annual profits
57.
Capture the market.
58.
clients are everything, we need your referrals, so we devote more time & research
to getting your loan
59.
Coaching for Success through e-clases
60.
Combine your plan into a discipline and execute it.
61.
Company branding first then product branding
62.
Compensation for referrals
63.
Connect personally with referrals, show we are good, smart, practical, guys who
care about clients, let oppty develop.
64.
Constantly marketing to clients who have previously bought from us.
65.
Contact a high volume of new people, find out what their main health problem is,
close them on the chance to find out whether or not we can help them.
Page 639

Sentence.?
66.
Contact as many people as possible, frequently, offering them different courses.
67.
Contact my target market using direct mail expressing how to get trouble free,
problem solving and practical construction services that will simplify and de-stress
your life.
68.
Create a family of inter-working products that solve the needs of companies that
want to use the US Postal Service more profitably and license them for use on an
annual payment schedule and then piggyback on the Postal Service and Industry
associations to find these people and use them for their implied endorsement.
69.
Create a strong brand recognition and product awareness via magazine ads,
industry specific commercials, trade shows, and direct sales and marketing.
70.
Create relationships with as many people as i can everday.
71.
Create success with clients so that word of mouth becomes the biggest form of
clients
72.
Creating beautiful smiles, an excellent occlusion, and raving fans.
73.
Creating customer want to my product
74.
Customer satisfication is our prime responsibility.
75.
Customizing a resume from a series of templates.
76.
Dazzle them, and theyll be back for more
77.
Deploy a series of specific tactical actions that independently and collectively

position my firm as the preferred source of consultant services for structural steel
construction claims, marketing plan development and quality assurance
improvements.
78.
Describe to anyone and everyone the benefits of health
79.
Develop brand identity locally through PR, advertising, community service,

speaking, teaching seminars. Develop national identity through website, barter,
affiliate marketing, associations, publishing an e-book & newsletter.
80.
Develop additional methods and descriptive materials to demonstrate technical

excellence, test their effectiveness and ability to activate customer hot buttons,
and utilize in ongoing customer contacts.
81.
Develop deep relationships with large clients and maximize the business
82.
develop relationships
83.
Differentiate our company and out sell the competition.
84.
Direct mail
85.
Do a good job and people will recommend me.
86.
Do low cost seminars in-house among local companies (oil and gas)
87.
Do not have one (10)
88.
Do what it takes to get them on my table.
89.
Do whatever it takes to get a customer and then try to keep them for life.
90.
Dont have an overall game plan more reactive at the moment.
91.
dont have one yet to describe. I will have one in 30 days
92.
dont know what marketing game plan is
93.
Dont really have a long-term plan.
94.
Dont really have one just sell and make calls
95.
drawing a blank; need help
Page 640

Sentence.?
96.
Drive consistant traffic to the web site and befriend the visitor for life.
97.
Edcuate our customers on the cost of bad hires.
98.
education of the clients
99.
Employers should look at us as a resource for their benefit needs.
100.
Ensure competitive pricing levels in growing segments through implementation of

specific initiatives in key market areas.
101.
Establishing contacts via networking in order to generate interest.
102.
Everything gets done professionally, to make us look like a larger corp.
103.
Evolving.
104.
Expanding our client base
105.
Face to face, we describe the product offering the warranty at the right time
106.
Find all the people on the foreclosure Public Trustee Lists whose property have
from 25% to 30%+ equity in their properties.
107.
Find and qualify those prospects from our data base of small to medium seized
business that best fit the solutions we have to offer, share with them the way our
products make their pains go away , and let them buy from us..
108.
Find medical clinics with revenue problems and solve them for a generous fee
while significantly improving the clinics net revenue.
109.
find out what people want and give it to them
110.
Find potential partners whose businesses will benefit by the addition of our
technology and get the into a technology transfer agreement.
111.
Find the best suited tactics (through trial and error) to make maximum profits in
minimum time
112.
Find the pain, provide a vision and value and control the outcome.
113.
Find them, teach them, show them how to make the most of our services, show
them how to find us.
114.
Finding and keeping high grade customers.
115.
Finding local business .
116.
Finding prospects who need software that runs on Macintosh, Windows, and the
Internet.
117.
Focus and persistence
118.
Following response in 36 above
119.
FREE consultation for landowners seeking to develop or have someone develope

their ground into a windfarm.
120.
Fully exploit existing customers and develop good new ones working on it
121.
Gain access to consulting services decision makers to offer high-quality, creative

and well-researched market, product and technology intelligence as a basis for
executive decision-making.
122.
Gain and retain all customers
123.
Gain legitimacy by having analysts publish on us and use reference selling to

close business
124.
Gain Trust in 3 seconds.
125.
Generate leads
126.
Generate sales opportunities by qualifying customers on the phone
Page 641

Sentence.?
127.
Get amongst the scene and make my name and services known.
128.
Get as many people as possible to realize that it pays to take personal action for
ones well-being, and that prevention clearly better than cure and that its not
difficult to do so.
129.
Get as much personal customer direct contact as possible
130.
Get client referrals
131.
Get emails, get trust, sell with trust and copywriting skills.
132.
Get in front of a prospect and sell them on this idea
133.
Get in front of as many wealthy people as possible.
134.
Get in front of the right people, as an equal.
135.
Get more clas s A customers
136.
Get more clients and keep them forever
137.
Get more qualified clients and get them now.
138.
Get new dealers and have more people go to them to buy sculpture.
139.
Get qualified people to respond to free offers of relevant information and then give
me an appointment to see them.
140.
Get referrals from every conceivable source.
141.
Get referrals.
142.
Get the information out to colleagues and potential patients.
143.
Get the people in your direct control: (fair or showroom) and show them your
wonderfull products
144.
Get their attention, create interest, stimulate desire, and get them to take action.
145.
Get them to understand the way the MYM system works and how it could make
them more money
146.
Get to college students and college educated workers in the most cost efficient
ways possible.
147.
Give and receive.
148.
Give customer great value for their money, customize software to their
specifications, provide fast customer service.
149.
Give more than they think its worth
150.
Give the best, be the best and go for the best!
151.
Giving the best service possible is noticed by the patient and their family
physician, which results in increased referrals.
152.
Giving the stuff away as added value gift tool to organizations with a lot of
members/customers
153.
Go where the money is
154.
Grow modestly. tenaciously sell every prospect who crosses our doors. Stay on
top of the competition. Use online and offline marketing approaches. integrate
them.
155.
Growing business with zero increase in cost
156.
Have none
157.
Have product and hope the customer comes in.
158.
159.
Have satisfied customers refer new customers
Page 642

Sentence.?
160.
Helping as many people as possible feel that I have helped them positively.
161.
High Value / Low Maintenance
162.
Hmmm See above.
163.
Home Buying strategies Guaranteed to get you more home for you money.
164.
Honest concern about clients needs, honest solution proposal answering the
needs followed by honest execution and follow up.
165.
Hope and pray.
166.
I advertise in trade journals, do occasional random emails, and work on referrals

from related industries and word of mouth
167.
I am known by word of mouth.
168.
I am known by word of mouth.
169.
I am looking for an opportunity to use the symbiotic business model with the intent
to access some large LIST.
170.
I am moving to have integrated system of marketing tactics working in every facet

of the business.
171.
I cant
172.
I cant go into detail, but I will be providing an irresistible service that will double
film production in this country.
173.
I can't
174.
I connect with people who are in alignment with my business vision.
175.
I create an alliance of clients, realtors, builders, businesses, home service

providers and vendors to generate unlimited referrals to each of us.
176.
I create strategic alliances with businesses, associations and centers of influence

that endorse my products and services to their customers, clients, members and
associates
177.
I depend on word of mouth referrals from my clients.
178.
I do not have one.
179.
I do whatever is necessary to market the business.
180.
I dont quite understand whats being asked here.
181.
I dont really have one, except to keep at it
182.
I dont really have one.
183.
I get refererals from my past and current patients and handful of professionals
184.
I give away lots of help and products for free, hoping to build loyalty.
185.
I have absolutly no idea.
186.
I have my current customers bring in my next customers.
187.
I keep in touch with presents clients, train the Independent Business Owners that I
have recruited and contact as many individuals as possible about my opportunity,
both in using the products and in building a business..
188.
I keep looking for a better way.
189.
i make an advertise !
190.
I market a special report to Realtors with the intentions of getting them to my web
site.
191.
I market to small business people asset protection using a variety of business

entities and wills and trusts.
Page 643

Sentence.?
192.
I offer greater value than doing the job yourself, and if I dont produce that value
you dont pay.
193.
I practice my scripts then I make some cold calls and set appointments I follow up
on people to set appointments with them and go on the appointments.
194.
I produce informational products that I sell to small biz through direct marketing
and the internet.
195.
I rely on client referrals.
196.
I rely on word-of-mouth to bring me high quality clients.
197.
I retail, to create the cash flow necessary, to create residual income that I can
invest.
198.
I send out news releases and review copies to the media and sales letters to my
customer base.
199.
I send people a letter/email and then, direct them to a conference call or

autoresponder and then talk to more than one person at a time when trying to
make sales.
200.
I set up initial meetings using referrals or direct mail, I run seminars to help
entrepreneurs feel the fever brought on by missed opportunities and common
mistakes and the use risk reversal to close the sale.
201.
I suspect most businesses have overpaid their utility and overnight shipping bills
and I will get the overpayments back.
202.
I target my marketing to have qualified ideal clients identify themselves and ask for
my help.
203.
I telephone companies that maintain open accounts, asking them if they would like
to improve their cash flow.
204.
I try to mature a past customer and eventually turn the table to make them work
for me.
205.
I try to be everywhere people look with ads.
206.
I try to educate a prospect so they can see that the product that I am selling is of
much higher quality.
207.
I use 2 and 3 step marketing to educate the market,
208.
I utilize highly leveraged environments where I solicit interest;
209.
I want to attract and retain affluent families who are seeking financial advice that
will give them peace of mind.
210.
I want to find as many qualified people as possible who will listen to the
presentation .
211.
I will be design my marketing material so that they appeal to the right side of the
brain, and appease the left side
212.
I will make a difference in your lifethis I promise.
213.
I will solve your problem utilizing your peoples mind in enhanced manner
214.
Im not relly sure I have one
215.
ID qualified prospects, give them an irresistible offer based on their needs &
continue to surprise and delight them with exceptional service and results that
exceed their expectations.
216.
Ideally, its almost all done through automated systems websites etc. they only
call us if its a question or issue that cant easily be handled by the website.
217.
Identify and establish relationships with key leaders who both need our
Page 644

Sentence.?
product/service and who can assist in its distribution to a much wider customer
base.
218.
Identify prospects and build relationships that are mutually profitable
219.
Identify several different but complementary markets that exploit our skills, and
introduce our company to them.
220.
If it wont save you money, we dont want the job.
221.
If you can help enough people get what they want you will be able to get what you
want.
222.
If your business needs CASH, I have it
223.
In a monthly meeting with each client, we review the status of their injured worker
case, delivering a detailed report on the progress to date and gleaning additional
information on the needs of the client, information about our marketplace, what
competitors are doing and additional things we could do.
224.
Increase our market share.
225.
Increase traffic and get other sites advertising my site through my affiliate
program.
226.
Introduce problems or pains in the minds of prospects then convince them that
our firm is the logical choice to eliminate them.
227.
Invite visitors to be subscribers, then customers and affiliates and let them help
me get more visitors to plug into this virtuous loop.
228.
It is unstructured and not systematically applied so every now and then it

produces results but I do not why it doesnt always produce
229.
Its being totally revised, but up till now its been something like : The best service
that produces the greatest perceivable results in the shortest time & with the least
pain.
230.
Its non-existent.
231.
Joint venture
232.
Keep the customer updated about our products and services through emails,
letters and regular visits.
233.
keeping client happy and getting out and meeting people
234.
Lead generation through multiple touch points
235.
Lead generation thru direct mail for free seminars where prospects are targeted
for sale
236.
Leeting as many prospects know the high standard of professional services I

provide to existing clients at affordable cost
237.
Let B to B business owners know what I do
238.
Let everyone know we are here.
239.
Let people know the new book is out, and that I am available to talk about the
subject.
240.
Lets throw a lot of shit at the wall and see what sticks.
241.
Leveraging every marketing activity to bring in results so we exceed our financial

plans.
242.
Line up good Western companies and help them succeed in China.
243.
Listen, provide value, stay in there mind.
244.
Local marketing so we dont have to pay for it, subscribers do it all.
Page 645

Sentence.?
245.
Long term to identify products/services/joint ventures to sell to existing

clients/relationships and to increase prospect/client database through the
purchase of qualified list.
246.
Look for potential clients and give them an offer they cannot refuse
247.
Look for referrals wherever possible.
248.
Lower the barrier of entry.
249.
mail out direct mail pieces to thousands of small businesses
250.
Mail, phone, advertise
251.
Major tune-up with sharp edge marketing tools to gain major clients.lMaximize
profits by giving the best service available, and continually looking for new
markets.
252.
Make a friend, make a sale, offer a one year money back guarantee
253.
Make calls, get appointments, interview the prospective client, offer solutions to
their marketing needs.
254.
Make contact with the person, educate, and show that we can help them, and its
worth giving it a try to do so.
255.
Make everything that the client is happy for life.
256.
Make it as easy as possible for people to buy from me
257.
Make money with imagination, information and love for the customer.
258.
Make people feel good.
259.
Make the prospects aware that I exist and that I could help them if needed
260.
Make them love us, every chance we get.
261.
Make them think they would be crazy to go anywhere else.
262.
263.
Marketing my service to proffesionals who come in contact with properties that

need my expertise
264.
Maximising student potential
265.
Meet lots of people, ask if they are happy with their public accountant.
266.
Meeting new people
267.
multiple streams of marketing to new clients
268.
My game plan is to achieve visibility and credibility among the athletic community,
which will draw athletes to want to learn from me.
269.
My last plan fell flat on its face I distributed 100 sample CDs at a conference
workshop and had 0 follow-up.
270.
My marketing game plan is have people know and understand that Clarity
improves their Health spiritually, emotionally, physically and intellectually.
271.
My marketing game plan is to entice people to request and complete a

Confidential Questionnaire so that they can derive the benefit of my services.
272.
My marketing plan is to develop a customer for life strategy through the use of
cross selling financial service products that are real estate related, mortgage
related, or financial service related.
273.
N/A (4)
274.
Need to diversify our source of work.
275.
Network with sales people that need my services to sell their products/services
Page 646

Sentence.?
276.
Niche
277.
Niche marketing with clicks & bricks.
278.
No commission, just a small fee upfront.
279.
No direction
280.
None (5)
281.
Non-existent
282.
Not sure if I could do that!
283.
nothing original
284.
Now describe your marketing game plan in one sentence .Reach large
corporations as soon as they know they are moving/relocating/ Outgrowing their
facilities and position our company as the only logical solution to their building
interiors needs.
285.
Now describe your marketing game plan in one sentenceI try to mature a past
customer and eventually turn the table to make them work for me.
286.
O plan and implement a sustained marketing attack that will increase clientelle by
10% monthly
287.
Obtain top of mind presence and follow through with what you promise.
288.
Offer low commission upfront in expectation of future sales and word of mouth
referrals of neighborhood and SOI of clients. I will show them the superior service
and trustworthiness I offer and it will be obvious who they will choose in the future.
Me.
289.
Offer the widest and the most comprehensive line up of projectors
290.
Once I know what it is, I will!
291.
Once the customers are in, never let them out by serving them the best you
possibly can
292.
One CallDoes It All
293.
One satisfied customer generates another etc.
294.
Optimise market penetration at a profit and minimal cost. Keep it simple.
295.
Optimization
296.
Our designs come from a problem-solving approach to meeting the needs of our
clients, done by immersing ourselves in their culture and community.
297.
Our Plan is to Guide People to Achieve an Outstanding Quality of Life
298.
Outsell, outmarket and outservice my competition.
299.
Partner with successful companies and leverage off their customer bases.
300.
percise
301.
Persistant marketing to clients that could use our services.
302.
Phone calls, referrals
303.
Place ads and hope for a response.
304.
Plan, strategize, systemize and utilize.
305.
Plan, test, measure, plan, test measure, plan, test measureduplicate
306.
Please see 26 above.
307.
Position myself as the recognized expert to my target market
308.
Premium quality educational products for children
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Sentence.?
309.
Preventive scanning with an EBT Scanner can save your life
310.
Produce well when direct mail goes out-make sure everyone knows about the
schedule
311.
Prospecting by as mabny methods as possible then try to convert.
312.
Provide a good service to customers to increase word of mouth.
313.
Provide a series of educational communications that make the prospect aware of

the gap between where he is and where he can be, that demonstrate that I have a
process that can help him, and demonstrate that I am committed to help him
succeed.
314.
Provide heirloom quality jewelry for a fraction of what you would pay a traditional
jeweler.
315.
Provide leadership in the pursuit of innovative solutions that provide the highest
possible flexibility for our clients
316.
Provide outstanding client service and create loyalty and trust with clients, which
translates to referrals and word of mouth promotion.
317.
Provide superior service and advice to my clients showing them that I truly care
about the decision and value they receive.
318.
Provide the highest value cruise clients with the information, service, and overall
experience that the behemoth competitors wont.
319.
Provider of comprehensive products and systems to the printing and marking

buyers.
320.
Quality, personal relantionship, communication
321.
Quslity, ethics and congruence
322.
Random , haphazard and mediocre in success terms
323.
Random, sporadic ads, ffa postings ect.
324.
Reach customers through word of mouth.
325.
reaching the most people with the simplest, best designed mailer possible -- that
will get a positive response
326.
Referrals (2)
327.
Referrals - 100% for 15 years now
328.
Remind the customer that we will be in their area on a specific date and invite
them to join us there to view/purchase the new prints.
329.
Research, develop the products and services, test, modify if necessary, test and
roll out.
330.
Re-selling existing clients through reputation and knowledge of their operations

and systems.
331.
Respond to the business as it comes in.
332.
Retain your existing customers and attract new ones by providing services that
excel other competitors.
333.
Risk reversal strategy with persistence and enthusiasm.
334.
Run lead generating ads then follow up with direct mail
335.
Im JACK the JAR MAN, We discover plastic container packaging secrets in club
stores and manufacturer them for food clients.
336.
Same as above. (33)
337.
Satisfied customers
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Sentence.?
338.
Satisfy the customer so much that they refer us to another potential customer.
339.
Saturation marketing.
340.
Save our clients a little bit of money on all their fluid purchases, save them time
and make inventory and replenishing much easier for them so that they can
concentrate on what they do best.
341.
Seek the least risk, most profitable, marketing medium, and milk it to the max.
342.
Sell and throw money at new
343.
Sell Long distance and ISP thru associations,groups,for profit and non profit.
344.
Sell lots of products to the right prospects at the right time
345.
Sell the first three, get the other 4 companies. Together, Seven companies
dominate the market
346.
Sell the first three, get the other 4 companies. Together, Seven companies
dominate the market
347.
Send salesmen to get me customers.
348.
Send target group free sample with letter< followup with phone call>
349.
Sent the sales letter to 3 different companies every week and meanwhile do the
sales pitch to individuals in a daily basis.
350.
Set the buying criteria and make a customer for life
351.
Set up a residual play where we control the toll gate to move the data
352.
Set up an affiliate program
353.
Share the wealth so that people will get excited about participating.
354.
Shit happens;get ready.
355.
Shoot for the moon even if you miss youll be among the stars
356.
Show people how I can help them to be in control of their own health and their
own development
357.
Show the customer by means of real examples applicable to his business how our
service can grow this business.
358.
Showm & sellm.
359.
Simply give great service to get my clients to refer me to their friends and relatives
and adding products/services that my clients need and are willing to pay for.
360.
Solve a problem make a friend
361.
Speed in providing solutions & good pricing
362.
Spend an additional $100,000 on marketing each year to earn $2 million in

additional revenue. (Thats been the average the past 3 years)
363.
Spread the word about our attitude to our clients
364.
Stay in front of the prospect so that timing is on our side.
365.
Stay in touch with customers at least 6 times per year so that when they think
about real estate they think about me.
366.
Stay intouch with clients and request referrals on a regular basis.
367.
Staying focused on over-satisfying customers, generating additionalRevenues and

generating referrals to grow the business
368.
Strategy of preeminence
369.
Stumped
370.
Survival
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Sentence.?
371.
Take care of your clients and they will take care of you.
372.
Take strategic massive action..
373.
Takes more than 1
374.
Taking an inversarian path to create a wholesale value added distribution model to

a newer industry.
375.
Target ideal clients by always adding value and measuring how I am doing anf
adjusting where necessary.
376.
Target high net worth clients and make them money.
377.
Target new clients that fit our profile and utilize existing client references to get an
opportunity to delight them wioth our service while maintaining the existing client
relationships with the provision of the same service.
378.
Target people who need a web site
379.
Target target target
380.
Targeted direct mail with the most current and desirable/timely products
381.
Teach people to market thru home parties & to sponser people & teach thtm to do
the same.
382.
Tease via results, tell how to do it to qualify and clear out pain in the ass clients.
Work with the paying ones that are salivating!
383.
That are marketing efforts are sporatic
384.
The Domino Effect: Get one of something, use peer pressure to sell (knock
dowen) other locations!
385.
The chocolate shop that helps stop world hunger
386.
The more people I can serve with the highest quality products will bring the
highest rewards for them and my company causing them to bring more people to
us.
387.
The product pretty much sells itself. We don't do a whole lot of work with that.
388.
There is only 2 way of obtaining membership: 1) referral from existing client, 2)

Once a quarter we allow our newsletter subscriber to submit an application to the
membership board for acceptance.
389.
To achieve the best possible results in the least amount of time using the the least
effort to achieve those results.
390.
To apply technology and be agile.
391.
To ask my clientele to continually do busienss with me because I provide the

utmost value to them that few others can match or surpass.
392.
To ask people if they want to learn to be financially successful.
393.
To attract highly leverageable prospects with internet and then convert these leads
to long term clients.
394.
To attract leads with FREE offers and then convert them to lifetime exclusive
customers who believe because of first hand experience in our visual learning
system.
395.
To be in touch with business owners looking to sell their businesses.
396.
to be the number one choice of chiropractor
397.
To become a one stop shop for health care professionals for all of their patient and
practice needs.
398.
To become the most respected provider of financial communications and investor
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Sentence.?
relations services in Canada by the professional investment community and public
markets as a whole.
399.
TO BUILD LONG LASTING, TRUST FILLED RELATIONSHIPS
400.
To call people that I think have potential or/and have extraordinary use of the
products.
401.
To canvass new territories for our food vans with support awareness driven by
radio ads
402.
To capture the implicit support of those influential people who can lend credibility
to our area of interest.
403.
To completely blow a prospects mind with service so that he/she wouldnt even
think of going to see anyone else after talking to us.
404.
To continue reading/listening and testing new concepts/ideas to bring my business

to the forefront.
405.
To create better lifestyles for our clients by ensuring their success
406.
To demonstrate to my customers that I have the best health information for them
and to make them lifelong customers,
407.
To develop and nurture life-long relationships with owners of commercial

buildings, giving them the most value, in terms of comfort and operating cost, for
their building management solution investment.
408.
To disengage the competition by utilizing any tactic possible to create disparity

between their approach and what we provide
409.
To dominate the ezine marketing information product market through attracting

and retaining customers by finding out and meeting their needs and desires.
410.
To dominate the ezine marketing information product market through attracting

and retaining customers by finding out and meeting their needs and desires.
411.
To educate, support and encourage all adults living and working with children to
successfully use an emotionally literate approach.
412.
To effectively communicate our services and solutions to the public, solving their
problems along the way.
413.
To facilitate the demands of global trade expediently via direct solicitations.
414.
To generate income thru discounting
415.
To get as many high quality new customers as I can all around the world, with a
zero risk lead product. Then repeat sell them over and over, including using JVs
416.
To get customers and keep them, while providing good customer service and
enjoyment.
417.
To get exposed to as many appropriate businesses as possible and offer them my

services after they take a no risk look at what I can offer them.
418.
To get target clients to experience my service once, twice or three times until
they see how valuable it can be for them and are willing to pay for it.
419.
To get the message out there that the bereaved have a choice.
420.
TO get the movers and shakers to use the product and then other will want it.
421.
To grow our footprint and our customer base.
422.
To grow subscriber list by offering a qualitative email newsletter product.
423.
To introduce sales people to our concept of pay by results sales coaching
424.
To let merchants know that I am the most innovative payment processing provider.
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Sentence.?
425.
To make companys aware of a my new company and see the benefits.
426.
To make dates with business people and try to get them as clients.
427.
To make it easier for my clients and new customers to obtain Elvas Jewel Joy.
428.
To make my services and products and bureau known to a wide variety of people
so that business comes to my company.
429.
To market directly to the people that we know will benefit from our product.
430.
To maximize public exposure with minimum cash input by either referral or help
journalist to get free story published.
431.
To offer impeccable service in fulfilling clients needs
432.
To position ourselves as the smart choice when selling your home.
433.
To promote our firm as being the preeminence
434.
To provide a certain package of profit increasing tools that nobody with a little
common sense can not refuse.
435.
To provide alternative health and self-development education and resources

through simple electronic access to everyone.
436.
To provide more value than we ask for in compensation
437.
To provide the best product in the niche with best company culture and
proposition by far for the consumer to take advantage of.
438.
To Provide the tools, systems, training, teachers, mentors and principles required
to build home based income producing assets
439.
to reach out to people who listen for opportunity.
440.
To redefine the role of mortgage as the keystone to our clients achieving their
financial goals.
441.
To set myself apart from the competition through the use of educating clients
442.
To share innovative technology by demonstrating its value and educating schools

how to effectively implement the technology.
443.
To show Everyone that they should and can successfully grow their own healthy
food
444.
To show small profits and then secure large business
445.
To stand out amongst the crowd,
446.
To those we choose to serve, we guarantee 100% satisfaction, 100% of the time.
447.
To use a booklet that will make me the telemarketing authority to convince

prospects to enter into a profitable joint venture with me.
448.
To use community outreach to build a customer base for all market sectors.
449.
To use direct methods of communication to educate the consumer on the

advantages of investing in the forex market.
450.
Total dominance of our industry through multiple, integrated marketing initiatives.
451.
Try go get enough sales this month to pay the bills!
452.
Try to find out what my clients do for fun (such as golf) and do that activity with
them.
453.
try to give my course as much publicity as possible through writing articles and
making live presentations
454.
Try us you will like it. Once they try it we do everything we can to keep them for a
lifetime and grow them as a customer.
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Sentence.?
455.
Two-fold to raise awareness and through customer education to create an

environment in which the customer would prefer to do business with us than any
of our competitors.
456.
Use Internet and PR to make the phone ring and produce online business.
457.
Use lease purchase income to further my marketing education.
458.
Use of cross selling and direct mail.
459.
Use of emotional direct response marketing through different media and continued
follow-up with prospects.
460.
Use search engine placement, email marketing, telemarketing, referrals, to sell

website design, ecommerce, and hosting services.
461.
Use the most cost-effective route to market, add a sprinkling of other methods to
add diversity and re-inforcement
462.
Use the products by buying from your own store and share the concept.
463.
Using a variety of direct response oriented marketing methods, I make my phone

ring with prospects for my services.
464.
Using the Internet to improve delivery of public relations services and information.
465.
Value proposition driven best value for money
466.
Visibility creates clients.
467.
Waiting for referrals
468.
We actively seek out personal contact with our target market by actively listening
to our current best customers and best potential prospects.
469.
We aim to provide such great service that our clients cant help but tell others
about us
470.
We allow your financial dreams and wishes to be materials.
471.
we are able to sell homes faster and for more money
472.
We are going to build our client base as fast as we can while building up a back
end of excellent products to offer it.
473.
We are in the business of providing a perfectly coordinated look for your

homes/offices from floor to windows.
474.
We are The Best Value Inn Taos
475.
We are the most customer obsessed company you have ever dealt with.
476.
We consistently improve our business even if it is imperfect at first.
477.
We contact our old customers, shoot the breeze with them, find out if there is any
drilling activity going on in their area, ask if they need any shelters or if they know
someone at one of their competitors field office who he might refer us to and give
a verbal testimonial.
478.
We develop niches of customers and maintain them through the information and
benefits and value delivered by our products and services which in turn generates
word of mouth referrals
479.
We have relationship marketing.
480.
we help business owners solve their problems faster and at lower cost by showing
them what will work and what will not
481.
We hope to leverage our recommendations through the publication of healthcare

protocols and self-help questionnaires that physicians and consumers can use.
482.
We keep in touch with all area developers to keep abreast of projects and we
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Sentence.?
contact area real estate agents frequently to gain referrals for projects.
483.
We make sure everyone we can take care of in our backyard is taken care of and
then reach out from there
484.
We make wet floors safe.
485.
We market the experience, skill and knowledge of our principal.
486.
We offer payment solutions to retailers by using independent contractors.
487.
We practice extremely targeted marketing.
488.
We provide bulk bags, using our just in time inventory program.
489.
We provide toolsprimarily a catalog, but also an enter LIFE experiencethat

enables our clients to market our products and services for us.
490.
We really dont have a formal plan in place other than cultivating our existing
relationships and forming new ones.
491.
We review a list of up and coming businesses in the community and contact them.
492.
We send mailers and hop someone responds.
493.
We serve niche markets by leading in providing undisputed premium quality

products and services highly attuned to niches.
494.
We strive to present ourselves as experts, full time professionals who are in the
industry for the long haul and understand service and education for our
customers and referral sources.
495.
We try to attract as many weight patients through very conventional advertising as

possible, then we carefully screen their personal history for leads into the other
treatment areas that we have such as hear disease and chronic pain.
496.
We use a series of direct mail, special events , seminars and personal visits to
obtain and upgrade donors.
497.
We use alliances and client education to establish and grow market segments
498.
499.
We use multiple channels to communicate our core message to our target Clients
with consistency across all channels and markets.
500.
We use OFFICE marketing instead of PERSONAL marketing.
501.
We use partner to sell our services, by using our operations in India we can deliver
high quality products and a price point unmatched by US companies.
502.
We use the Internet to produce leads.
503.
We used trial and error method
504.
We want to create a Tidalwave affect Take an MTV approach. Have making

good informed decisions, the in thing to do.
505.
We will continue to innovate; form more h/b relationships; mine our clients for
more referrals; continue to sign up commission salespeople with expertise in the
industries where our functional capabilities best apply; and develop an ezine
which will allow us to place our message and qualifications in front of thousands
more prospective clients at a reasonable cost with a economically satisfying
capture rate.
506.
We will show marketing consultants how our product in the hands of their clients,
will increase not only their clients revenues and profitability significantly, but also
that of the marketing consultant himself.
507.
We work together with our prospects to develop a new plan for cleaning their
facility just the way they want it, and then we follow through with what we offer.
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Sentence.?
508.
We work with industry leaders on their reference designs and so establish

ourselves as innovative, reliable vendors.
509.
WeNotify focuses on move announcements as our market penetration strategy,

and continues to market a broad range of business notification services to our
clients, with an emphasis on helping our clients effectively take advantage of their
own existing client relationships.
510.
word of mouth
511.
word of mouth and personal contact
512.
Word of mouth referrals.. I entice new and repeat clients to come in by letting them
know of monthly specials that are available and then ask them for referrals when
they come in.
513.
Word of mouth.
514.
Work our existing network and plumb it for all the value its worth, then slowly
extend that network through the concept of six degrees working the networks
of our networks, etc.
515.
Working on it now
516.
Write articles, but never send them to your website. (if what youre asking is a
shortened version of aboce). Provide the tools business owners need to
successfully manage their online business (if youre referring to my general
marketing plan)
517.
You should give examples for questions like these: Not sure what you
mean.Communication is the response you get. Im not sure what response youd
get from questions like these without explanation or examples.
518.
Youve got me there.
Page 655
Question 38. Describe the Different Marketing Tactics You

Successfully Use.
Question 38. Describe the different marketing tactics you successfully use.
1.
(1) On-site demonstrations (2) Sample tile demonstrations (3) Trade shows (4)
Referrals
2.
? (3)
3.
1) Happy clients give referrals, 2) Contractors like working with Architects they can
communicate with, who understand their needs, and regard them with the
professional respect they deserve as an equal member of the project team, 3)
Realtors have increased worth to their clients if they can confidently had their
clients over to a professional who can guide them through the next phase of the
project.
4.
1) Sending out promotional meterial of one product when delivering another

product. 2) Contact previous purchasers when an upgraded version is available, 3)
sending out mailings4) Use of a host beneficiary web arrangement.
5.
1. calling back old clients. 2. strategic alliance 3. compelling direct personal lettrs
6.
1. Cold calls to selective people. 2. Call them back every 3-4 months
7.
24/7 availability, Quick response, Offer alternatives, Keep client informed, Offer
something extra eg flowers, honest answers, after sale service.
8.
60 day Guarantee
9.
90 day contact cycle for clients and prospects keeps our name in their
minds.Regular meetings with active clients and most promising of prospective
ones builds and or maintains relationships, gathers information to provide us
with opportunities to suggest value adding benefits of our services.Advertising and
sponsorship raises our public and industry profile and keeps us in clients and
potential clients minds.
10.
a. Newsletter : distributed free. Its entertaining and educational that many clients
look forward to reading it every month.b. Cancellable contract: Customers are
never tied down by the contract. If they cancel we pay them penalty.c. Extra value
11.
Ad slicks,email marketing, web based marketing, inbound sign up
12.
Ads, letters, conversations
13.
ads, talks are the best
14.
Advertisements in newspapers. group demonstrations.
15.
Advertising & seminar
16.
Advertising and coupons in the local paper.
17.
Advertising and follow-up.
18.
advertising; networking; discounting
19.
Affiliate marketing, email marketing, internet marketing, postcard marketing.
20.
Again talks, workshops, and a newspaper column.
21.
all Jay Ab marketing tactics in parallel
22.
All the tactics, as applied to the list in question #2, have been pretty mundand and
average at this point
23.
Allow the customer to pay the price they think the painting is worth
24.
already mentioned
25.
Amongst others, presenting marketing seminars on behalf of groupings like the

Pretoria Business Chamber, and The Assurance Brokers Council during which I
establish my expertness with attendees (who are all prospective clients); stature
Page 656

Successfully Use.
was also achieved by sponsoring a floating trophy for the Business Chambers
Marketer of the Month, presented by myself (and co-judged) at the monthly
networking function of the Chamber; also see answer to question 23.
26.
Amongst others, presenting marketing seminars on behalf of groupings like the

Pretoria Business Chamber, and The Assurance Brokers Council during which I
establish my expertness with attendees (who are all prospective clients); stature
was also achieved by sponsoring a floating trophy for the Business Chambers
Marketer of the Month, presented by myself (and co-judged) at the monthly
networking function of the Chamber; also see answer to question 23.
27.
An ugly brochure, being exactly where the investors are and telling them about it
28.
Articles in business publications, guest speakers at conferences, (some) direct

mail, invitations to events, (occasional) special offers.
29.
As above plus telemarketing
30.
As above: we advertise
31.
As its a new company and revolutionary products all tactics are as yet untested
32.
As mentioned targeted marketing; direct mail
33.
As mentioned previously Direct mail to past clients coupled directed advertising
34.
Ask for referrals at the kitchen table.
35.
Ask for referrals from friends and clients, mail brochures, attend networking
events.
36.
Ask for referrals from satisfied past customersRegular communication with over
company sales people
37.
Ask for referrals, time urgency, upsell, cross sell
38.
Asking for repeat business, asking for referrals, letting my clients know they will
receive benefits either price reductions or design elements at no extra fee.
39.
Association meetings meet prospects and then follow-up with letters and
information pamphlets. Speaking engagements associations, schools. Articles
in trade magazines.
40.
At this point I use the same thing as I described above.
41.
Attending trade shows so people know who we are. And once sold we provide
support and powerful industry specific software that our clients cant get
elsewhere.
42.
Automatic submitter to search engines and FFA pages.
43.
Bi-Monthly black & white Brag Cards, where we brag to the neighborhood what
has sold, and how much money the sellers saved compared to traditional 6%
commission.
44.
Booths at mall where I gave out prizes and free cleaning at a draw. Newspaper ad
with benefit statement, risk reversal and call to action.
45.
Branding and advertistment
46.
Breakeven upfront, always sell the concept first
47.
Brochures and telemarketing
48.
Brochures, Postcards, Gift Certificates, phone, letters
49.
Build my reputation with articles, emailcourses, reports, etc, Build my opt-in list of
subscribers, Build my profits through affiliate and viral marketing
50.
Building an improved position at the search engines by utilizing articles published

at other websites.Publish FREE reviews on products.
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Successfully Use.
51.
Building customer loyalty by being the most educational, providing options for
clients so that they choose the best choice for themselves by showing advantages
of these options, providing a daily commentary on the state of the mortgage
market that brings visitors back to my website 5 times a week
52.
Business mixers, in person cold calling, alliances.
53.
Business seminar, business evaluation, business health check, business planning

session
54.
Call up customers and offer lists of their competitors employees that they can
recruit and hire.
55.
Calling friends & meeting with them. Making new friends. Weekly Wellness
Previews in hotels to educate people. Wellness Home tours & open houses.
56.
Cant say we really use any successfully. We collaborate with a number of

entertainment agents in various markets and receive contracts through them.
57.
Canvassing door to door
58.
Classified ads, flyers, and yard signe.
59.
Classified advertising, testing headlines.Direct Mail, testing headlinesWeekly

ezineFollow-ups, both mail and telephonePersonal selling
60.
Cold Calling
61.
Cold calling
62.
Cold Calling seems to be the most effective, although its really hit and miss. It
needs to be supported by other elements, such as direct mail, lead-generating
from the web, and email.
63.
Cold calling to a specific group of home owners.
64.
Cold calling, letters.
65.
Cold calls, call friends, ads in paper, hand out informational tapes to qualified
people.
66.
Communication and education tools, ads, periodic newsletters
67.
community speaking, specific issue in off workshops,newsletters, writing a monthly

column
68.
Company website, direct mail, use of referrals and networking.
69.
Consultancy with integrity.
70.
Contact all area real estate agents for surveying referrals; contact nearby
government agencies for assistance with their upcoming GIS and drafting projects;
keep in close tyouch with area developers for help with their upcoming
development projects.
71.
Contact current clients and ask for recommendations.
72.
Conversations with people in person and over the phone; and email marketing.
73.
Covered in first questions.
74.
Creating seamless alliances under the name Global Explorer Communications, we

have these alliances recommending our services and visca versa One on one
private consultations are very useful because people feel heard when asked what
are their three most important communication needs.
75.
Cross-sell, referral marketing;strategic alliances.
76.
Customer education, email marketing, and referral incentives.
77.
Demo cd and roi
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Successfully Use.
78.
Describe the different marketing tactics you successfully use Net working through
our marketing Director. Acquire as many referrals as possible.
79.
Develop relationship by getting to know them.Listen to what they say.Ask

questions to draw out needs.Giving options with benefits and limitationsBe flexible
and available
80.
Direct calls and follow through (hand holding the clients until their business setup
is fully functional).
81.
Direct contact, usually by telephone.
82.
DIRECT MAI, REFERRALS, WORD-OF MOUTHFINDERS FEES.
83.
Direct mail (4)
84.
Direct mail and telemarketing, as well as being listed on a search engine has
generated some success but much more needs to be developed and
implemented.
85.
Direct mail campaign.
86.
Direct mail for at-need and yellow pages.
87.
Direct mail with very outrageous offers.Telesales with very outrageous

offers.Sales presentations with very outrageous offers.
88.
Direct mail, 800# info hotlines, special reports, tele-marketing, referrals,

networking,
89.
Direct Mail, add-ons,
90.
DIRECT MAIL, BUSINESS RELATIONSHIP
91.
Direct mail, cold calls, referrals, lists.We are just now advertising, dont see any
results yet, havent worked the whole plan.
92.
Direct mail, CRM approaches, word of mouth activity
93.
Direct Mail, Direct E-mail, Broadcast faxes
94.
Direct mail, email marketing, media marketing, display advertising (yellow pages,
newspaper, and magazine)
95.
Direct mail, email newsletters
96.
Direct mail, email offers, specials at seminars, Christmas quantity discounts for
gifts.
97.
Direct mail, followed by a meeting in person
98.
Direct mail, Free offers, bonus offers, giving talks, advertorials
99.
Direct mail, host beneficiary, personal sales, some referrals.
100.
Direct Mail, internet, word of mouth, Joint-ventures (host ben)
101.
Direct mail, local store marketing with other businesses, community involvement
(Little League sponsorships, Chamber of Commerce, charities, etc.), web site,
radio, TV, print, PR releases.
102.
Direct mail, low prices, advertising, phone.
103.
Direct mail, networking, Newsletter (email), networking
104.
Direct mail, newsletters, seminars, newspaper articles, advertising, customer

education.
105.
Direct mail, P.R.
106.
Direct mail, person to person, referals, newspaper advertising.
107.
Direct mail, phone followup. Email, online classifieds (so far worthless), print ads,
online ads (SRDS)
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108.
Direct mail, print, referal programs
109.
Direct mail, seminars
110.
DIRECT MAIL, TELEMARKETING, SALES CALLS
111.
Direct mail, telephone follow up; moving now towards telephoning first, then
aiming for appointments
112.
Direct mail, telephone, referrals, web site, industry reps
113.
Direct mail, trade show participation, telemarketing. None are very successful.
114.
Direct mailers, cold calls, referalls
115.
Direct MailJournal AdvertisingTV advertisingSalesforce DetailingInternet

AlertsPRTrade showsScientific SymposiaSpokes persons
116.
Direct MailTelemarketingTelesalesEmail marketingWebsiteDirect External

SalesDirect internal salesCatalogueTrade showsEducational mailersPublic
Speaking engagementsPublic Relation Advertising MagazinesAdvertising
newspaperAdvertising directoriesYellow pagesFliers MembershipsRegular
specials listsSpecial Program marketing
117.
Direct marketing and networking.
118.
Direct phone calls, networking
119.
Direct sales and referrals with (a) face-to-face interviews with buying decision
makers and (b) various contacts with those who influence the decision to use
consulting services.
120.
Direct sales and salesletters.
121.
Dirent mail, phone calss, personal visits, website
122.
Display ads and direct mail.
123.
displays, joint ventures.
124.
Do well in the initial interview.
125.
Dont have many. Handbill, and sale men going door to door.
126.
Dont use any yet. Probably ads magazines / papers / billboards. Flyers. Sales
agents. Corporate entertainment. Clubs and associations.
127.
Door to door prospecting
128.
Educate them, seminars and sell the product and service.
129.
Education, Internet, Direct-Mail, Face-to-Face Selling, Referrals, Host/Beneficiary

Relationships.
130.
Effective proposal program Ongoing communications Providing leads to clients
131.
Either I create more value or money back; no long term contract of one year or
more but maximum of six months and then sit down and if either party wants to
end it then O.K.
132.
Email blasts only more to come once I crytalize the strategy.
133.
Email marketing and autodial outbound phone calls.
134.
Email marketing, direct mail, sales calls, search engine optimization, paid
inclusion, link exchanging.
135.
Email marketing. We have developed a sophisticated system where we purchase

the names of our target companies staff, profile them according to words in their
title and email them appropriate emails.
136.
Email newsletter, internal education seminars, educational plan, constant contact,

client feedback
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137.
Email newsletter, Self developed referral system. Goal sheets. Client success
stories, business development employee.
138.
Email newsletters. Calling clients.
139.
E-mail solo ads. Direct mail.
140.
Email, Direct mail, Fax, phone calls
141.
Email, direct mail, seminars
142.
Email, direct mail, seminars
143.
Email, education, presentations, newsletters, personal notes, gifts, regular contact.
144.
Email, joint ventures, article writing
145.
Email, mini marketing seminars, in person approach.
146.
E-mail, phone calls and referral calls, seminars and workshops
147.
Emailing List, special events, referrals, community involvement
148.
E-mailings weekly, BlackBelt magazine ad monthly, semi-annual product catalog,

semi-monthly web page popup change
149.
E-mails to generate interest.Sales Seminar to create customer demand for my

products.
150.
Emails; Newsletter; referral Program; Gurantee; Direct mail
151.
e-newsletter to client list, printed newsletter,
152.
e-newsletter, thank you notes, phone calls, Internet, journal and newspaper
articles
153.
Establishing the relationships with decision makers
154.
Ezine advertisingAutoresponderPhone callsReferrals
155.
E-zines, website
156.
Face to Face and Mail Follow-Up
157.
Face-to face meetings with clientsDirect mail
158.
Fax ads.
159.
Faxing: I send a series of one page faxes to all the Student Council advisors in the
province in a 6 week cycle before the events with a call to action to either email or
call me for more information on the events,Follow Up Calls: I have intern level
employees simply calling the schools and leaving a message for the teacher to
make sure they got the fax and to call us asap if they want more info. Gets a pretty
good response (about 10% of total prospects)
160.
Financing,
161.
Flyers, specials, phone calling, cold calls
162.
Follow up call to a referral. Actually showing up when I tell the client I will be there.
Thank you card after the service or sale. Now added monthly follow up calls from
previous months clients. New client letter after their first time with us with an
additional offer to have them come back again.
163.
Follow-up calls after completion of jobs, Marketing intelligence to identify

upcoming jobs, Cold calls (focusing on large projects), Email newsletters,
Meetings with customers and prospects.
164.
Free samplesHuge inventory same day shipmentsBest field salespeople in the

industryBest catalogs and design guides in the industryNo min order
165.
Free seminars with our books available for sale; free interviews and comments to
the media on topical issues; follow up with doctors who refer to us.
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166.
Get books and materials in stores. Put on seminars. Maintain a Demonstration

Garden seen by 700,000 people. Build website with free gardneing training, tips,
and techniques.
167.
Get to know you meetings, no selling.
168.
Getting consultants to recommend us to their clients.
169.
Give 25% more time for sessions than competitors. Go the extra mile to be
available. Provide community services, workshops etc.
170.
Give away 2-CD audio book to those who express interestE-mail (or fax) weekly
newsletter to those who show interestFree 45-minute consultationLow cost halfday seminarExtensive networkingAdvertising free CD offerDirect mailTrade show
participationFree talks to business groupsFree ad evaluation
171.
Give the best attention to our clients. Provide the best services in the field. Make
them feel as we are family. Love them first of all.
172.
Giving patients discounts when they refer patients. Contact insurance

carriers/hmo asking to be included on their panel of providers
173.
Golfing, fishing, lunch, and dinner.
174.
Guarantee
175.
176.
Havent seen results yet, but it seems to be working the uncompromising quality
of our products (personal care and aromatherapy range) and the convenient and
comprehensive health supplements.
177.
Hold out a carrot, work for the businesses that take the carrot.
178.
Home made Direct response MailingPhone callingVisiting Exhibitions
179.
Home shows newspapers
180.
Host Beneficiary Endorsements, ethical bribes for lead generation, up selling,

packing groups of products and services, down selling, cross selling, reselling,
TFN, multiple sequential contacts on offers, create high perceived value, risk
reversal, educate clients to appreciate the value of my products and services.
181.
Host Beneifciary, referral
182.
Host Benificiary using the usps and others to distribute product. referral getting
clients to refer us to colleagues for a fee. Advertise in trade journals Trade Shows
Direct Mail Telemarketing Direct Sales going to the client site PR getting
industry news sources to write about us.
183.
Host/benfit
184.
I am good at one thingcreating strategic relationships who refer me business.
185.
I ask them if they have people that dont pay according to their terms and if they
do would they like to see a totally unique and cost-effective system that motivates
customers to pay on-time without getting them angry.
186.
I basically use word of mouth.
187.
I do not use any.
188.
I do not use different tactics
189.
I dont know if these would be considered successfulyet.Referrals Current

customers refer new customers to meBarter Current customers are given
discounts on future purchases for each referral.
190.
I give away ROI Calculator which is useless if you don't know how to use it... I
teach howI give away 9 question special report that will be my gate to sell e-
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classesI use PopExit to gather e-mailsI've developed Affiliate Program
191.
I have purchased a list of individuals that have expressed interest in knowing

about a home based business and try to contact by telephone and email as many
as possible. I also send a letter and/or email to all who join our group in a two
week period thanking them for purchasing our product and asking them to listen to
the "Doctor's Calls" with questions about their health challenges and the use of our
products. I am also in touch weekly with the Independent Business Owners about
training ideas and try to send a cogent article each week.
192.
I have sporadically asked people for referrals.
193.
I listen to learn peoples needs and wantsi train others to do the same thing
194.
I network more than my competitiors
195.
I offer a 30day money back guarantee and personal support and coaching
196.
I read articles in the newspapers about people and then I call them
197.
I tell everyone I know what I do.I ask everyone I meet to think of someone who
might benefits from my services.I keep an eye on a highly focus marketing niche.(I
am trying to develop further)
198.
I use agents
199.
I use book distributors; my books are on Amazon.com;
200.
I use pain and pleasure to get people involved in my process. I also ask questions
about htier wants and desires.
201.
I work warmly cold based on appointments I make using myy phone pitch.
202.
I write and speak passionately about personal development and how it can
change your life. I am just getting in to the internet marketing tactics.
203.
Im not sure Id say that any of the tactics weve used are very successful,
although I may be too hard on myself. If anything, Id say our monthly e-mail
newsletter is the most successful.
204.
I'm asking someone that I know to meet with me.
205.
In the past I have only used one. Get new customers.
206.
In the startup of phase now I am testing using word of mouth directly and by
phone .
207.
In the works. Too early. Will be ready in Q2.
208.
Increasing size of my web site at same time as sending out newsletters to

subscribers; exchanging links for 4 sites at one time instead of just one;
beginning an affiliate program.
209.
Informational e-mailDirect mail pieces.Internet informational materialsWord of

mouth sales.Developing strategic alliances for co-marketing products and
services.Holding preferred customer events and salesCreating special club for
select group of preferred customers
210.
Initially offer public free product to get them into our database, thereafter offer
another product at hugh discount for them to try and finally introduce member
referral program where they can enjoy to receive money for referring people to our
program
211.
Integrity in our dealings, listening to clients, going the extra 2 miles or 10
212.
Internal marketing only so far. Provide more than what my patients expect with
great service
213.
Internet website, wholesale distributorships, direct retail sales
214.
Internet, E-Zine, Bootcamps, Books, Special Reports, Tele-seminars
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215.
Internet, partners and channels.
216.
joint ventures and referrals,yellow pages,cold calling from new businesslicense list
and knocking on doors.
217.
Joint ventures, article submissions.
218.
Just advertising on internet and in local recreational handouts.
219.
Just beginning
220.
Just started; doesnt apply.
221.
KISS, Letter Boxing, copying a good idea and Business Partnerships.
222.
Lead generating ads and direct marketing
223.
Lead generation by mail, fax and email to targeted lists. Lead qualification with
unmanned channels, sales with outsourced, but company trained personnel
224.
Letter box drops, street signage (ie on houses), networking, office window display,
open homes, home advertising.
225.
Letters, referrals
226.
Life Time Value
227.
Local contacts
228.
Local contacts
229.
Localised advertising-Product awarenessExpos-Product awarenessCelebrity

endorsement-Reducing risk factor of purchaseHost parasite offers-Increased
relationship with retailers
230.
Lunch meetings
231.
Mail,calls,seminars,strategis alliances.
232.
Mailer and some phone solicitations.
233.
Mailers and ads
234.
MAILERS, REFERRALLS, ON SITE CORPORATE MARKETING,
235.
Mailings, flyers, word of mouth, referrals
236.
Mainly direst marketing but we do some cold calling.
237.
238.
Marketing via newspaper, word of-mouth and physician referral
239.
Merchandise Mart, ads, guest appearances at our best dealers by the artist.
240.
Mining clients for referrals, host/beneficiary, endorsement, direct mail
241.
Mostly cold calling or warm calling via phone
242.
Mostly external lectures and internal asking for referrals.
243.
Mostly I use whats lately called an elevator answer. When somebody asks me
what I do, I answer that I am a self-published author, and my most recent book is
or one of my books is and I always carry at least a few copies of one or more
with me. People like to touch them.
244.
My referral program is the most successful. I offer a FREE 1/2 hour massage each
to both my client and the person they refer, with an upgrade of one full hour for an
additional $20 each. This is a savings to them of $30 each, and I just got paid for
my advertising. Not Bad!
245.
My Talking Ads system is a great way to generate quality leads. I also offer free
consumer reports relating to seller and buyer needs for their specific life situations.
Three, Service For Life is really an elaborate follow up system/newsletter where I
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am the only person in Canada currently using.
246.
My web siteSearch engine optimization Joint ventures Copywriting skillsPay-PerClick Internet adsHigh visibilty Internet ads
247.
N/A (10)
248.
Network; hand out biz cards; talk to everyone about what I do AFTER I learn what
they do; ask for referrals from everyone; get testimonials from current clients;
follow up regularly.
249.
Networking (3)
250.
Networking and Referrals, Database Research Direct Mail, and follow up Sales
Presentations, Keeping in Contact through In House Newsletters and Annual
Financial Reviews.
251.
Networking and targeted emails; development of a website (yet to be promoted).
252.
Networking in small community groups, doing business in community,
253.
Networking, referral, complimentary calls
254.
Networking, referrals
255.
Networking, web sites, affiliates, direct mail
256.
New venture.
257.
Newsletter Articles, free ebooks and reports, ezine promotions, ads, opt in lists,
search engine optimization, website sales, community marketing and co-venturing
258.
Newsletters, free reports, free workshops/seminars, free complimentary sessions
259.
Newsletters, visits to professionals and other potential trusted ( to our potential

clients) referral sources, follow up communication with all referral sources and
potential clients after visits and referrals, quarterly reports to doctors about their
patients progress etc..,
260.
Newspaper lead generation ads, free trials, seminars,. Referrals (by accident not
management)
261.
Nil (2)
262.
No other
263.
No success yet, so cant answer.
264.
None (17)
265.
None at present. Business only just commencing.
266.
None of my tactics seem to be successful
267.
None really in place
268.
None so far. I have big plans if only..
269.
Not applicable at this point.
270.
Not much success achieved at the moment
271.
Not sure if this is considered successful: Hosting an event sometimes earns us a

new client.
272.
Not sure, other than delivering great service and overcoming all kinds of so-called
incurable conditions. yet the people are not beating a path to our door.
answered above.
273.
Nothing Developed
274.
Nothing I do works.
275.
Nothing is particularly successful right now
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276.
Of the 5Ps, the factor that contributes most to our success is place. That we have
established marketing and sales presence in the major markets.
277.
Offering free assistance and consultation services.
278.
offering solutions to clients frustrations
279.
One is fund raising for organisations
280.
one on one meeting with prospect and let him taste, experience and get hookd
281.
One stop shop for our market place.
282.
One-on-one, referrals, going back to previous clients, etc.
283.
Online newsletter, networking, referral generation, cold-calling, writing articles,

giving seminars.
284.
Online Research.Direct Phone Call to CFO or CEO.Establish Mutual connections

in the Corporate Finance Community.Face Time Meeting (s) and or exposure to
our educational events.Conference call with our strategy and fulfillment
staff.Proposal.Follow up call(s).Sign them up on a 12 month retainer ($7000$9000 /month with a 90 day out clause should the relationship prematurely turn
sour).Asking for referrals.
285.
Only one as described above.
286.
Only one, as described above.
287.
Only referrals and not as many as I should
288.
Option on how to solve client problems
289.
Organizational meetings, speaking, and will begin to send the emails directedly to
selected and authenticated industry organizations that need factoring.
290.
Other than the current standard, we are way behind the power curve. The sad
thing is we are still very successful in spite of ourselves.
291.
Our USP, endorsements, referrals, constant client contact.
292.
Out bound tele-marketing; Partnering with CDCs , Financial planners, & CPAs.
293.
Outside sales
294.
Outside sales,inside sales,sales and service vans, driver sales, email, fax, web
page, referrals, risk free, supplier referrals, promotions,
295.
Outsourced telesales/listings in directories/seeking referrals
296.
Over 60
297.
Packaging, easy payments, and guarantees.
298.
PACKING DEMOS - described aboveWARRANTY REPAIR CENTER dittoSMALL NEWSPAPER ADS bordered with suitcase outline4 PAGE
'CATALOG/SALE' Newspaper inserts in busier seasons featuring about half
merchandise on Sale, other half unique items, packing and travel accessories
(kind of expensive, but brings people in)HOLIDAY GIFT CATALOG newspaper
insert full color -produced by E & B Giftware, whom we purchase the gift items
from as wellDIRECT MAIL to our customer list - about 3 to 4 times a year, usually
using postcard format
299.
Paid advertisements, endorsements, joint venture partnerships, newsletter articles

as an expert, search engine positioning, affiliate program (revenue sharing)
300.
Paid advertisements, endorsements, joint venture partnerships, newsletter articles

as an expert, search engine positioning, affiliate program (revenue sharing)
301.
Partner program,Web based marketing
302.
Pay per click website search engines like Overture and Google
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303.
Periodic email of help in a number of areasLinking of ourselves to other successful

marketersJVsSeminar participationTrade shows
304.
Periodic mailings describing our process coupled with a reprint from a recent
award sent to potential clients in a particular industry (ie: independent schools).
305.
Personal contact
306.
Personal contact and Internet posting at a recruiting firm for salepeople.
307.
Personal contact, email, referral.
308.
Personal contact, email, referral.
309.
Personal contact.
310.
Personal meetings on the street and recruiting telemarketers to sell for

themselves.
311.
phone book ,sales letter
312.
Phone calls
313.
Phone consultation
314.
Plan to use combination of direct mail and telemarketing, e-mail, host/beneficiary,

and referrals.
315.
Post card maintenance reminders.
316.
Postcard followup
317.
Postcards for show announcement, direct mailings to promote new pieces, preholiday mailer showing all new work and sales booth at arts & crafts shows.
318.
PR , Ads , Consumer & trade shows, Competitions, banner ads
319.
PR, alliances, referrals, database contact process and newsletters, website.
320.
PR, publicity, publishing, speeches, workshops, board seats, charity functions.
321.
PR/Advert/Referrals
Sending letters including CDs and scores.
322.
Presentations, seminars
323.
Press Releases, faxes, direct mail, telesales, direct sales, group presentations
324.
Press Releases, Workshops, Monthly Newsletter, Incentives for referrals
325.
Primarily co-op ads, referrals from the Internet site, and ads driving people to the
Cruise Consumers Guide.
326.
Primarily print media of some sort or anotherpostcards to homes that surround

recently listed homes for sale, mailings of flyers to all homes currently listed, sold
within past six months, and anyone that has inquired about our services in the
previous six months. Sales messages on the back side of property listing flyers
that are dispensed from brochure boxes on the listings property, testimonials
included in display ads and on the mailouts and in the yellow page ads.
327.
Print advertising, web ads, signs, referrals
328.
Product launches, promotional activities, training, customer appreciation events,

parking lot sales, trade shows
329.
Promote our customers and their schoolsEducate customers about products and
servicesProvide on-stop shopping for most of their martial arts needsDo Special
Ordering for no additional costFree referral service to martial artists, actors,
stuntmen, prop-masters, perfomers, etc.Advertising
330.
Promotion and service
331.
Promotions and packaging
332.
Prospect mail campaigns, face-to-face time, regular contact via e-mail and phone,
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making resources available, education
333.
Provide services that excel other competitors and submit challenging reports that
would retain your existing customers. However, we were not yet successful in
integrating it effectively into our web-site. The third is exposing our staff at
international conferences as our ambassadors as well as extending individual
contacts.
334.
Providing information and readily accessible phone support to practitioners and

their patients in order to create a close rapport in order to influence their buying
decisions.Run a practitioner email forum that allows practitioners to post case
studies for help from other practitioners on the forum.Sent out a marketing
pamphlet with another companys monthly mail out to practitioners offering the
HealthQuest software at an introductory price.
335.
Publicity, advertising, trade shows
336.
Push AdsPull AdsP.R.Channel motivation/incentives.Risk reversal offerings
337.
Quarterly newsletter, thank you notecards, special ordering for clients and now a
workshop.
338.
Radio advertising too generic
339.
Radio TV print
340.
Realtor breakfasts, newsletters, personal contact, general advertising
341.
Referals, direct response, advertising, copywriting, multiple forms of educating

clients, follow up
342.
Referral and obtaining testimonials
343.
Referral marketing, product discounts and strategic alliances.
344.
Referral program. Provide excellent product and tell people how good it is.
Provide excellence in 7 areas, EightStar diamonds, Hearts and Arrows diamonds,
custom cut colored stones, Custom cut cubic zirconium, appraisals, repairs and
custom design.
345.
Referral programs, thank you letters, dream 100, gifts, incentives, direct mailers,
and your strategy of preminence.
346.
Referral reward programI pay for business
347.
Referral, cross selling, repackaging,
348.
Referral, gentle persistance
349.
Referral, testimonials and directmail
350.
Referral (8)
351.
Referrals we have brought in a couple new projects using this

tactic.Partnerships ditto.
352.
Referrals are all we use other than yellow pages
353.
Referrals are most productiveWe have some amazingly successful scripts for cold
marketingOur clubs strategy (new to us) will be the biggest winner
354.
Referrals Free think tanks -
355.
Referrals from existing clients are sent a letter (which might be re-written to be
more powerful. Im looking at that) and, then, are followed up with a phone call to
set an appointment. Then, start the process over again.
356.
Referrals have been the only successful plan
357.
Referrals telemarketing events etc
358.
Referrals, Ads, Tv interviews
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359.
Referrals, affiliate internet marketing, Articles in well known publications
360.
Referrals, host beneficiary relationships
361.
Referrals, Host-beneficiary, Risk reversal
362.
Referrals, industry participation, sharing info, networking
363.
Referrals, rebates
364.
Referrals, seminar selling.
365.
Referrals, testimonials, word of mouth, media
366.
Referrals.Published Articles/NewslettersPublic Relations eventsNetworking
367.
ReferralsLetters of introduction styled after Jay AbrahamDream 100 conceptCore

Story OrientationEmail education/relationship buildingDirect mail
education/relationship building Personal visits/lunches with clients, centers of
influence, prospects
368.
Regular 1-1 contactemail merges
369.
Regular client contact golf days with clients referrals( but not systematized)
370.
Rehash previous questions
371.
Relationship building, free speeches, online book club that I lead, alliances with
other professionals, networking, building and nurturing an advocate system.
372.
Relentless sales follow-up, positioning with strategy of pre-eminence, understand

the value of a customer for life by providing extraordinary customer service during
those times when it is necessary and selling the overall value of our service.
373.
Reports and seminars.
374.
RESEARCH EACH CUSTOMER TO THE HILT BEFORE WE EVEN CALL THEM!

That way, when we finally blow by the gatekeeper and get to the CEO, we know
more about his industry than he does!
375.
Reward card (see above)Explain where the components of the jewellery comes
from, how they are made, a little of the history of the regionDiscuss the effect of
the colours and how the light works with the glass etcAsk return customers how
they have gone with getting compliments and reinforce the messageExplain where
I can be found and when and how they can use the reward card to find me, even
calling to confirmPresent the jewellery in little organza gift bags and tell how my
mum makes themTalk about how Ive made the sea change from the corporate
world and how I got into jewellery design having been in IT, banking and finance
and communicationsTalk about visions for the business in the long term and how I
see it structuredNever bad- mouth a competitor, actually mention their strong
points and then show off mine complaining or insulting others is such a big turn
off and looks desperate.Send something extra for mail orders and wholesale
orders.Always give a gift of the jewellery to wholesale customers for them to wear
when retailingProvide new wholesale customers with a folder with dividers inside
with info about my business, contact details, jewellery info to make selling easier
and order forms with prepaid return envelopes and sections free for their use.
376.
RIGHT NOW WE ARE PURSUING THE OLD (DEFUNCT?) LEADS.
377.
Risk free 60 day money back guarantee. Testimonials. Trade customer leads with
a site that sells similar products and services. Create informational web pages to
draw in my target market and educate them about my products.
378.
Risk reversal growing more and moreReferrals all of one line of our business
is 100% referral we are going to focus on growing that soon too!!
379.
Risk reversal, bonuses, and attempts at showing value have all been marginally
successful, but I am still looking for the magic that makes the customer take action
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on their own.
380.
Risk reversal, total guarantee.
381.
Risk reversal. Referral incentives, Up selling network setup to ongoing maint.

Contracts.
382.
Risk Reversal: This is not promoted well. Our company always offers a 100% 90day satisfaction guarantee. For large clients, our services are sold with their
satisfaction or their money back.Host Beneficiary: Our company has many
partners with other software manufacturers who develop complementary software
to ours. We have a combination of referral and reseller agreements with
them.Advertising: We do some targeted institutional advertising in industry trades
and over the web.PR: Have PR agency that produces press releases
quarterly.Direct Email: Just launched an email newsletter. When we have software
specials, our marketing team blankets their internal lists with 1 if not 2 emails.
They do not do sequential marketing.Qualify leads up front: attempt to do this, but
difficultChange profile of products and service for up market: Our product is the
highest priced tool in our software segment. Since the first release, all our
competitors have priced their versions below ours. We own the patent on our
specific technology that enables what we do but we dont have the funding to
enforce our patent. Because of our price and patent position, we have tried to
profile ourselves as being the Cadillac of technology and service in our category.
Unfortunately, it doesnt always work because our competition is gaining
quickly.Larger units of purchase with discounts: Offer discounts on volume
purchasesFree Evaluation versions for download on our website. We give away
free test versions of our software that gives limited functionality or limited
timeframe for use.
383.
Risk-reversal
384.
Sales flyers
385.
Sales letters, free seminar ( to prove my tall claims), Risk reversal pay only if
happy at end of project. Constant contact, follow up, gifts.
386.
Sales Letters, Press Releases, Flyers, Discounts etc.
387.
Sales Letters, Telephone
388.
Sales people
389.
Sales promotion
390.
Sales promotions and contests providing product knowledge as well
391.
Salesletter followed up by phonecall, sell a meeting and sell product.Referals from

clients.Advertising in media, online and newspapers
392.
same as above (22)
393.
Same as answer 5 - copied below:I've used direct mail combined with trying to
educate the customer, by offering a free report into the issue of duplicate
payments.I've used direct mail and risk reversal to get a large local firm as an
audit client (by offering to work for nothing if I recover less than 10,000 in
duplicate payments).I've been greatly helped by Mary Schaeffer of IOMA, who put
a free advert in her publication (Managing Accounts Payable) asking for people to
test my new duplicate payment detection and prevention software. (? Host - Ben,
though her gain is not immediately obvious - maybe longer term of course).I've
used pay per click search engines to find people looking for duplicate payment
software. This has resulted in a potential joint venture with a small US-based A/P
auditor.I haven't managed to use referral, even though I have an extremely
grateful long-term client who use my duplicate payment prevention software (UK
subsidiary bank of Household International, Inc).Risk reversal for my software -
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download a trial version free. Upgrade if it saves you money.
394.
Search engine optimization- Website promotion in newsgroups and forumsOffering free information - Direct e-mailing - Discount on initial purchase- generous
performance based money back guarantee
395.
Search engine placement, and good customer service are the 2 that I currently
use.
396.
Search engines,
397.
Seminar invitation is an easy way to meet business owners without creating a

tension.
398.
seminar offers
399.
Seminar sellingTelemarketingMailings
400.
Seminars and direct mail.
401.
Seminars and events, consultative proposal preparation, involving the client in the
expectation and engagement costing processes
402.
Seminars, direct calling, yellow pages
403.
Seminars, email blasts, newspaper ads, direct mail, unique selling proposition,
and host beneficiary.
404.
Seminars, Flyers, business associations.
405.
Seminars, referrals, slow growth
406.
Sending out direct mailer pieces to motorcycle dealerships (2 1/2%

response)Regional ads in motorcycle publications.
407.
Sequential marketing: Letter, scripted call, letter, online product demo, scripted
call, letter these sign up the consultant.Sequential marketing to end-user:
Powerpoint presentation, online product demo, letter, email, scripted call, etc.
408.
Since I am selling myself, I have the best product available.
409.
Since it has yet to launch, there are no successes to report.
410.
size & design of mailer, personal calls to artists and customers both
411.
Some E-mail campaigns seem to work pretty well, direct marketing and some
telemarketing
412.
Some referral
413.
Speaking at conferences, writing a monthly column in an industry publication,free

consultations, pro-bono work
414.
Speaking Engagements, Client Retention Programs, Direct Mail inviting CEO to

Briefings, Cold Calling.
415.
Special reports for lead generation. Fax marketing. A good face to face
presentation. The odd referral.
416.
Start up still
417.
startup UNDETERMINED
418.
Submitting out internet sites to the search engines.
419.
Sunday tour of homes, 120 day guarantee or we buy your home, team system, 24
hour talking ads, talking house, free reports
420.
Target marketing, PR, Direct mail, constant personal contact, coy literature.
421.
Telecanvassing, referalls
422.
Telemarketing Meetings Demo Proposal
423.
Telemarketing to qualified companies leads to sales meetings. When the prospect
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says he needs approval from someone else (even though the meeting was
supposed to be with a decision maker), we say Great, set up the meeting with that
person and well be there. When the prospect balks over price, we a) offer to split
the fee over two fiscal years or b) offer to create an Evacuation Plan for a smaller
fee rather than a conduct a security assessment or c) offer to review their current
Evacuation Plan at no charge and give them an oral and written
evaluation.Publicity: articles and interviews in relevant media, then use the clips as
part of the leave-behind package
424.
Telemarketing to the Public Trustee List and from getting referrals from happy
clients.
425.
Telemarketing, Direct Mail, Person to Person and some Host/beneficiary.
426.
Telemarketing, direct marketing, eferralsls, eferrals, free goodies, money back,

gifts, testing, CRM, etc
427.
Telemarketing, Im trying my hand at writing sales letters, faxes, and weekly

newsletter
428.
Telemarketing, Im trying my hand at writing sales letters, faxes, and weekly

newsletter
429.
telemarketing:generates appointmentsgroup presentations: let's people taste the

program at no riskdecision maker meetings: build trust and rapport
430.
TelemarketingAlternate channels (getting other sot help sell for us IBM,

complimentary organizations, etc)ReferralsDirect mail success stories, white
papers, compelling letters (like Jay can write so well) all that stress benefits and
customer testimonial
431.
Telephone skills, sales skills, direct mail, referrals
432.
Telephoning, advertising, gaining endorsements/referrals, back end sales,

attending trade fairs as exhibitor/visitor
433.
Tele-selling, e-mail, internet.
434.
Tell clinets how to do it.brainstorm
435.
Thank you letters. Business cards. Networking. Excellent customer service.
436.
Thats basically it, except mailing brochures.
437.
The physicians that are also our customers give us credibility as well as referrals.
We now want to reach corporations.
438.
The tactics are wide and varied, they are sometimes bold and other times simple.
439.
The thing that works best is to present 3 different levels (cost) of advertising
programs, then emphasize that they can create their own program. Using existing
customers for testimonials
440.
Think I covered that under the pillars
441.
This is getting a bit redundant.
442.
This is the only one
443.
To break the ice, I tell people to come over and use my computer and do one
theory test and see how they do without any obligation for them to do business
with me.
444.
To deploy a systematic sales letters system, followed by a phoning and eventully

try to get an appointment to sale a diagnostic. When I achieve the diagnostic level,
I got a 85% chance to make a Consultance mission sales. And from then, I acquir
ethe customer for live in 85% of time
445.
Trade Shows and referrals
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446.
Training people who work for us to be knowledgeable about our products and
doing upsale.
447.
Treatingpeople like I would like to be treated and asking them to send in

theirfriends and family
448.
Underpromise, overdeliver
449.
Undetermined
450.
Use a free consultation to obtain an appointment with business owner.
451.
Use the hook - Stand up, tighten your belt, and go for it
452.
Using classifieds for lead generation, sending out direct-response-info-letters,

hosting business-presentation/sales-seminars, telemarketing-sales.
453.
USP, referrals
454.
Various local publications
455.
Vault tours, client visits, training tools and materials
456.
Very little apart from referrals keeping me swamped as it is.
457.
Viral marketing,advertising on media,asking our every costumer their email to offer

them backend products.
458.
We are still on a planning basis.
459.
We discourage interested, but lazy prospects from buying. Internet PPC direct
ads. Regular contact with prospects via Newsletter Easy ordering systems. Nice
Packaging. Plenty of low cost bonus reports
460.
We do direct mail to a list from Phillips Publishing to alternative medicine oriented

people. In it, we offer a seminar and free report on 5 Hidden Risks of Heart
Attacks. We have gotten great results from it and have seen the a 200% to 300%
increase in our new patients for chelation.We send a letter out to all of the patients
that have been on our weight loss programs in the last 5 years or so and who do
not come any more and offer them a free work-up (bloodwork, EKG, physical $155 value) if they start back on the diets during the Thanksgiving and Christmas
holidays our slowest times of the year.We send give referred people a discount
when they start the programs.We give the referrers free treatments or free optional
things when they refer people as well as have the doctors call and personally
thank them.We give every single patient that comes in on our programs literature
on the monthly special supplement or on a therapy that either they have
expressed interest in or their family history indicates.
461.
We don't have a marketing strategy.
462.
We don't use any.
463.
We generally just use personal contacts/word of mouth.
464.
We have created price/performance comparisons; small mockups of what a client

site might look like; provide an alternative of leasing a site rather than paying for it
up front; go to the Board level if it appears that the decision is more a long-term
policy issue than what should be directed by the management; presenting detailed
website performace statistics, when looking to establish the need for new website
and database functionalities; and entertaining decision makers on a casual, noncommittal basis.
465.
We have had special sales with special discounts. We have ran ad in a publication
to de-rail our competitions sales program.
466.
We have none formalized
467.
We have such an extensive history with our clients (weve built many of their
systems and business processes) that we market our ability to understand their
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needs faster and more thoroughly than any of our competition possibly could.
468.
We have used usp, high margin/small dollar selling, developed proprietary

products.
469.
We make friends at all levels of our customers plants.
470.
We only rely on word of mouth
471.
We send attractive Monthly Specials sheets, with savings on products and

introduction of new products; we attend conventions on a sporadic basis; we are
attempting to locate more selling assistance (reps, in-house and in the field
472.
We successfully use a referral program, networking within the relocation industry,

viral marketing, and marketing via our website.
473.
474.
We use email, faxes, and phone calls, but I would not say at this time that any
were successful.
475.
We use multiple tactics including asking for referrals, giving introductory

workshops inside the practice, outside lectures on a variety of topics, using lead
generating lead boxes around our practice, and as necessary advertising thru
yellow pages and radio.
476.
We use referral generation during the first three visits. From this, we get 75% of
our referrals which make up 60% of our new patients. We send a quarterly
newsletter with a recall coupon on it to our inactive patient list. This generates 3
or 4 recalls each time. We participate in local Expos, business fairs, and health
fairs where we conduct screenings and offer a complete initial visit in exchange for
a donation to a local childrens charity (Scouting has been most successful). Print
advertising with newspaper inserts have created sporadic results. In these we use
testimonials and offer a reduced fee examination with a No Risk Satisfaction
Guarantee.
477.
We were pretty much of a monopoly in our town.
478.
We will send out Print Reports attached to samples of attractive projects we have
produced. In sales conversations, I personally will use a lot of negative reverses
to get the prospect to move towards a decision in my favor. I will also use IOUs
to obligate them. I will email testimonials from happy clients to them every 2 or 3
days. Finally, we will spend time trying to determine exactly what they want.
479.
Weve sold our services to some companies just for a promise to brag about us
to others.
480.
Web newsletter, articles, speeches, seminars, pro bono
481.
Web site, speaking at international conferences, providing training courses
482.
Websites, direct mail, networking, referrals
483.
weekly ezine; announce ezines in multiple lists, publish articles in various ezines;
offer free articles; offer free tips to editors for print or electronic publishing; provide
a free newspaper column; exchange links with strategic partners; cross link my 35
sites; use long-copy sales sites to sell invidicual products; sell affiliate products
through email, not from a site; provide a variety of free email courses; offer audio
clips on sites that sell my services; offer free teleseminars as previews to paid
seminars; give free ebooks, as long as theyre viral; make every product viral;
track key indicators of activity; offer preferred rates to strong joint venture partners;
speak at marketing seminars promoted by other people; use pay-per-click
advertising only to drive traffic to new sites or for those sites that make a profit;
establish micro sites for high-traffic topics
484.
We'll send a limo to pick you up at the scene of the accident and take you to your
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destination.. Watch your car be repaired online. We'll come to you to give
you an estimate... Just call 44-Fix-It and we'll take care of the rest.
485.
When I can get the interviews booked, people respond WELL to me on the radio
and in person. I have been a guest on local television several times with excellent
results. Over 5k in sales and I was interviewed only 12 minutes, did not even
mention my product and no phone number was displayed on the screen. People
saw me and called the station to get my number, it was great.
486.
Whew! Im tired. Sorry. Im going to skip this one.
487.
Will be using discount coupons/pres releases/referrals/repeat customers/direct

marketing and designs and print and media advertising
488.
With a customer who cannot decide after our presentation, we use actual orders
and small size of our company to inform the client about our production ability
shortage. We ask the client to give us an order by the certain date or wait half a
year until our production will be able to accept new orders.
489.
With some color printing, specialized catalogs, "order prompts".
490.
Word of mouth
491.
Word of mouth has been spreading real fast.
492.
Word of mouth referrals from very happy clients
493.
Word of mouth referrals have been the best that we have had.
494.
Word of mouth, direct mail.
495.
Word of mouth, endorsements, referrals, partnerships, books, Trainings
496.
Word of mouth, mailers, follow phone calls, very little advertising.
497.
Word of Mouth, past relationships, cold calling, Yellow Pages and directory
advertising.
498.
Word of mouth, phone, and direct mail.
499.
Word of mouth, writing articles, advt in local papers
500.
Word of mouth.
501.
Word of mouth.
502.
Word-of-mouth, street promotion, dretail stores, website, strong imagery to

promote the I-D of the clothing line and hint to its way of life.
503.
Working on it
504.
Writing articles
505.
Writing articles, advertising, ezine, free advice.
506.
Yellow page documents, internet banners
507.
Yellow pages provide the most leads, and we close 60% of all calls.
508.
Yellow pagesTonermanReferralDirect mailNewletter
509.
YP,web referrals. Atty referrals
Page 675
Question 39. What Do You Think are the Strategic Benefits of

Each Tactic?
Question 39. What do you think are the Strategic benefits of each tactic?
1.
(1) Creates credibility creates in-house advocates of the service (2) Creates
credibility (3) Begins rapport building gathers specific information on interested
clients (4) Testimonials/
2.
? (17)
3.
1) Low cost, convinced customer2) Knows value of product3) Brings in new

customers4) Brings in referred customers
4.
1-2-3 generates almost all of my business
5.
A combinative powerhouse when acting together.
6.
A happy customer tell his friends
7.
A long term sustainable relationship with the customer to have him/her buy more
in the future and let him/her tell about your business
8.
A person is more apt to let you help them.People want to be understood.People

do not want to be told what to do.We have to decide together what is best for
them.Have to eliminate as many barriers as possible to helpThem to move forward
to have their needs met.
9.
A regular presence for the mailing followed by personal contact with customers
with the telemarketing.From the diagnostic phase, I have the opportunity to show
what I can bring to customer and how valued my Consultance could be for them
10.
ach catches some prospects that the others miss. Each adds to the whole
11.
Adequate for my objectives
12.
Affiliate marketing expands my reach to lists of people that I would otherwise not
have contact with. Email marketing is limited to people that I have either
personally met or who have contacted me for information, so they can be a fairly
warm market. Internet marketing is a total cold-call there are benefits in
keyword marketing where the competitor has advertised in a similar manner,
forcing a comparison of the products. Postcard marketing has only been done on
a limited basis so far, with acceptable results. It is costly and not very predictable.
13.
Affordable but level field, Information dense/top of consciousness, Great for

backend leverage, Position as expert, Showcase expertise, Showcase knowledge
& great follow-up.
14.
All are designed to a) educate prospect about the MYM system and its benefits
and/or b) identify prospects and capture his/her contact information in exchange
for free offer
15.
All are elements of building the brand. One-on-one is most effective but most
time-consuming therefore the most expensive on a cost per thousand basis and
on the basis of cost per Client.
16.
All geared to demonstrate my experience.
17.
All get me close to my target
18.
All keep us in front of potential customers
19.
All lead back to branded fastest, easiest , best jars.

most profitable vendor
20.
All of them generate revenue producing leads.
21.
All of these tactics will bond together to establish me as an expert in small biz
marketing
22.
Alliances that are also in the communication business help establish credibility
NOIT CHEAPEST but your
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Each Tactic?
when they recommend us to a trusted client of theirs and when we get one on one
there is no doubt individuals have need of our products and services.
23.
allows me to target different groups in different ways
24.
And this one!
25.
Approaches I have tested got different responses, with both methods I have got a
feel for acceptance in the market and what type of people are good prospects.
Also reading all the grounding and other materials I have concluded that it is very
easy for me to contact interested qualified prospects using the above methods and
once more information is known through research, setting the buying criteria,
testing I get the impression things will go well. This reenforces my assumptions
about the master strategy and actually has had a little force in shaping it.
26.
Articles raise awareness of company and MD names and allow us to send

relevant articles to existing or prospective customers, in order to stay in touch.
Create the expert in the field perception, which is a long term objective.Speakers
as above but also give people a live experience of what we are talking about.
Invitations as above.Special offers build further loyalty.
27.
Articles do provide for visibility at the search engines. To write good articles is very
time consuming. It does provide an excellent medium to test response to ideas.A
review of products do lead to sales. (This is a suggestion as made by Allen Says).
This method is bringing me most of my sales.
28.
Attract different type/segment of customers.
29.
Awareness
30.
AwernessMessage delivery engraining strategic positioning (usp) in customers

mindCost/Return trade off
31.
Because my service is about interaction intelligence, the way I manage my

relationships demonstrates my facility in the subject. Each tactic gives me
showcase opportunities to demonstrate my abilities.
32.
Besides converting suspects to prospects and prospects to clients, the enewsletters main benefit strategically is to maintain a presence in the minds of our
readers that gives us credibility, and helps them appreciate us for giving them
valuable information at no charge. It also keeps them informed of our current and
future research projects, so theyre more likely to end up buying the eventual
report.
33.
Best reach for the $
34.
Both are putting us in contact with people so we can help them to realize they can
improve their condition.
35.
Both are very good,
36.
Both of the tactics are part of my relationship building strategy.
37.
Both of these tactics deepens our network. Not only do we please our customer
but we please the referrer or partner who introduced us.
38.
Both tactics bring me credibility that is often the major question in my prospects
mind.
39.
Brand re-inforcement, top of mind
40.
Broad consumer awareness
41.
Build a reputation for doing what I do well
42.
Build reputation.
43.
Building long term relationship
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Each Tactic?
44.
Building relationships so people trust me has a person which would transfer to my

service
45.
Building up database
46.
Builds a good relationship which about 15% result in a sale.
47.
Buy-in, loyalty, branding
48.
By use of referrals, I believe my strategic message is most easily conveyed to

potential clients.
49.
Can tell a pretty complete story
50.
Cannot answer
51.
Can't say.
52.
Cheap source of clients
53.
Clear out the time wastersPositioning
54.
Client loyalty
55.
Client retention and referrals from satisfied clients
56.
Client Trust
57.
Clients already presold
58.
Cold Calling: benefit a personal, direct approach, which gets to the heart of the
purpose of the call in a very short time.Direct Mail: benefit: cost effective way to
generate specific leads for a specific area of the market were shooting for.
59.
Connects us to the person, they dont worry about having to see know. By
meeting three, THEY are trying to figure out ways to use us.
60.
Constant in contact with customer after they have try our product and introduce
them another product when they have already have some confidence in our
company and its product.
61.
Contribution to the wholeeach plays a specific role in creating the environment

for the strategy to be successful.
62.
Co-ordinated approach
63.
Cost effectiveness, measurability, instant results
64.
Create strong report with peer audience
65.
Creates direct contact with leads, allows us to better understand the market place
and its needs, establishes our credibility
66.
Credibility!
67.
Customer loyaltyRaising the company profileTargeted global reach at low cost
68.
Customers associate good things with certain product lines
69.
Didnt think oif it like that. Cheap, direct, commission based.
70.
Diff spokes and they hit a diff market
71.
Direct calls reaching an audience that is very unfamiliar with attorneys.Hand

Holding Clients appreciate actually using and understanding the entities instead
of just getting them.
72.
Direct mail bestreferrals, word-of mouth = effective but not very commonfinders
fees = works also but difficult to get going
73.
Direct mail is controllable in what we say and to who. The telephone reinforces
the direct mail message. Industry reps are another party who are promoting our
services and therefore help to give credibility to our company.
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Each Tactic?
74.
Direct mail- more people exposed to our message. Personal more intimate.
Referals more sure of sales. Newspaper less cost, large possible exposure.
75.
Direct marketing is the most cost effective / high success rate .
76.
Direct sales allows for bonding at the deepest possible level while building more
credibility. Salesletters help build credibility with testimonials and/or brief case
studies.
77.
Dont know (11)
78.
Dont know but important to have long term goals (ie list of pre-pared investors)
that all tactics help to develop.
79.
Dont know if there are strategic benefits. Im not sure they tie in.
80.
Draw attention to our product.
81.
Each adds another opportunity to communicate our message to our clients which
supports our overall strategy.
82.
Each helps to surround the client with my Unique Points of Difference constantly.
83.
Each income stream increases geometrically, which brings the company closer to
our ultimate business goal becoming the undisputed mortgage authority in SW
Orlando
84.
Each is slightly different from the other, and one may better suit a particular source
of referrals than others. So they all act synergistically, while simultaneously
working towards a common end of bringing in new customers with specific
interests.
85.
Each is slightly different from the other, and one may better suit a particular source
of referrals than others. So they all act synergistically, while simultaneously
working towards a common end of bringing in new customers with specific
interests.
86.
Each makes it easy to try and each reinforces the position of visual clues for
langauge learning.
87.
Each one contributes a little to the overall effort
88.
Each one enhances the idea that we are the place to go to for all your martial arts
needs.
89.
Each one works differently at different times and cannot be overused as otherwise
one is wasting effective ad dollars. Sometimes a marketing campaign is the way to
go to address a particular selling season, Christmas etc.
90.
Each supports my overrding strategy mentioned above
91.
Each tactic is you oriented, not I oriented.
92.
Each tactic is a key tool and method in support of the strategy, and as such each
is beneficial in achieving the strategy. No one tactic stands alone in and of itself.
93.
Each tactic is used to attract clients from the multitude of seekers paths
94.
Each tactic should lead the customer to know that we are the most customer
obsessed company that they have ever dealt with.
95.
Each tactic, in the precise order it is used, builds an overwhelming case that
having and using our product is a necessity to increase profitability.
96.
Each tends to approach a different, though in many instances, overlapping groupw
97.
Ease of use
98.
Easier to sell our concept and get premium pricing
99.
Easy to do business with me, no risk. Can see social proof from other customers.
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Each Tactic?
Teach customers what to expect to reduce returns and questions by phone. G
100.
Educates people as to options they have to improve/take control of their own

health & to improve their finaces
101.
Educating prospects will help position me as an expert.Can't think of any further

decent responses.
102.
Education for buyer, Client becomes hero to their customers, I get great exposure
and new clients, Direct mail mimimal demand on my time., Effective, results now,
simple to do.
103.
Education, create desire for service
104.
Effective means to market without large sales staff. Being close to customers
through multiple production facilities.
105.
Effectiveness
106.
Effectiveness
107.
Elevates the education level of the employer and takes them above only looking at
the rate.
108.
Email allows for quick, easy, and ongoing communication.

create identity and branding
Referrals create customers
involvement provides exposure and goodwill
109.
Email is a non=threatening approach to get some infoMini seminars are a lowcost way for a business owner to get acquainted with meand in person allows
me to capture and add them to my database after giving them a live pitch.
110.
E-Mail is cheap and potentially highly effective. Mail order appeals to a market that
may not be computer savvy, or have the time to surf the net.
111.
Emails and postcards generate customer awareness that you have something to
offer of possible value to them.Sales Seminar allows me to give them personal
exposure to my products and benefits..I give demonstrations and they can even
"test drive" some of my products.
112.
e-newsletter maintains awareness of Sales Champions on a fortnightly

basisthank you notes the person whom you leave feeling good, is the one who
will remember you. Feelings are remembered long after anything else, so can
work for you or against you.Phone calls cold calling and warm calling, and just to
say hi! Can bring new clients in, and act to maintain links with people.Internet
educates and informs and enculturates the individual towards acceptance of sales
coaching, Can also bring clients.Journal and newspaper articles: Provides
information and education that enculturates the individual towards acceptance of
sales coaching. Overall impression of being an expert in the field.
113.
Establish rapport more quickly with potential clients.
114.
Establishing personal credibility via networking; establishing awareness via email.
115.
Everything is based upon performance. We have no cost until income is

generated.
116.
Exposure-awarness.
117.
Ezine advertising is basically free. I paid $790 for the program to send out the
emails, and can have over 100,000 subscribers per list, and unlimited
lists!Autoresponder advertising is the same as above. I purchased the
autoresponder with the email server. So everything send out with my
autoresponder is a bonus.Phone call close the deals, and help put a voice to the
service for the client. This eases their mind, and allows us to develop a personal
report with each other. After the close I ask the client who they know like
themselves that would be interested in my services.
Special events
Community
Page 680

Each Tactic?
118.
Feedback
119.
Follow-up calls allow us to determine future needs, identify satisfaction or lack

thereof of last job and thus improve services rendered, Marketing intelligence
allows us to focus on short and medium term prospects, Ccold calls allow us to
expand the customer base, Email newsletter allow us to maintain a presence
before customers and prospects, and Meetings allow us to put names to faces,
gather additional information, establish technical credibility, and solicit additional
prospects.
120.
For 38 a. They have more knowledge about IT and will understand when we tell
them why things went wrong.For 38b. They know that we are confident about our
service; They start with us with the trusting mindset.For 38c. Value for money.
121.
Front of mind and developing a deep understanding of their needs.
122.
Fuel adoption and market penetration. Embed our products in others.
123.
General reputation
124.
Generating Customer awareness of prudct brand
125.
Gets our name out.
126.
gets the clients attention.
127.
Getting the name out there on an individual basis.
128.
Gives an opportunity to show the business owner that we are experts at what we
do and to experience our level of service.
129.
Gives the clients what they want and keep the client comeback.
130.
Go for long term and once the buyer buy the concept the product is easily sold
131.
Good question. Because they have to try then I have the sale.
132.
Good return on investment.
133.
Good will; set us up as the authoritative source; keeps us front and center in
peoples minds.
134.
Good.
135.
Greater exposure, which hopefully will lead to more clients
136.
Growth of trust in clientele in all of them
137.
Having a network of professionals all committed to the same end objective makes
for a powerful marketing edge in a particular market and delivers and outstanding
experience to the client.
138.
Help us get to large numbers of our target audience efficiently.
139.
Helping me to appear to be what I am, the best small jeweler in Idaho.
140.
Helps me be an authority
141.
Helps overcome apprehension in purchasing hardware products. Collects money

on back end sales.
142.
High traffic
143.
Higher closing rate
144.
Hmmm. I really don't know how to answer this question.
145.
Hopefully to acquire more dealers that will buy from us and sell to consumers.
146.
Host Beneficiary Endorsements = leverage, instant credibility, build client and

prospect base quickly, inexpensively and as easy as possible. Ethical bribes for
lead generation = attract prospects to learn about the ways I can help them,
capture their names and e-mail addresses, educate them to appreciate why they
Page 681

Each Tactic?
should be concerned about making certain changes that I can help them with (use
shock tactics by researching the industry and excerpting quotations from credible
third party sources, i.e., The Wall Street Journal), entice potential hosts to promote
me by allowing them to gift something of high perceived value to individuals on
their data bases. Up selling = increasing the unit of sale without incurring any
additional sales expenses. Packing groups of products and services = increase
the unit of sale, make it easier for clients to purchase and provide a noble service
for clients by making sure they get everything from which they can benefit. Down
selling = create a sale instead of a prospect walking away with nothing, give new
clients an opportunity to experience my products and services and nurture them
towards purchasing more expensive products and services. Cross selling =
increase unit of sale. Reselling = increase the LTV of clients of active clients and
lower the marketing costs of having to exclusive concentrate on acquiring new
clients. TFN = by programming clients to purchase on a consistent basis cash flow
is increased, attrition of clients decreases, clients are virtually lock in and not likely
to patronize the competition and the client is served better by experiencing the
timely and consistent benefits from my products and services. Multiple sequential
contacts on offers = increase sales because most prospects do not respond to the
first contact. Create high perceived value = increase sales by showing prospects
how every dollar they invest in one of my products or services can easily bring
them at least ten dollars of additional bottom line profits. Risk reversal = removes
the fear of getting started or making a purchase, sets me apart from my
competitors and instills confidence in my prospects.
147.
How do you customers calling you without spending $$$$ on advertising?
148.
I am a resource site and provider of valuable information
149.
I am not sure I understand the question
150.
I believe the reciprocity factor weighs heavy on the clients decision to use us or
not!
151.
I can refer to the article, or some connections we have (similar background,

education etc)
152.
I dont know, still I am an intern in Marketing, so learning now..
153.
I dont really know.
154.
I dont think I have much strategic benefit coupled into my current tactics which
just increase my sales.
155.
I don't know.
156.
I explain the core story benefits of my services to the client
157.
I get in front of people, can talk to them, and dont appear to be pushy
158.
I get new clients and I provide perks to my ongoing clients.
159.
I get new clients and they generallr return year after year
160.
I have no tactics
161.
I have real problem with tactic and strategic when it is not an engineering problem
162.
I havent clearly articulated my strategy so this is hard to say at this point.
163.
I need more info about the use of the term, strategy, as it applies to marketing.
164.
I need to talk to as many qualified people as possible and each tactic helps
accomplish that.
165.
I really dont know how to answer this question.
166.
I really have no idea
167.
I show that there is sth like scientific marketing, that you can predict ROI of your
Page 682

Each Tactic?
marketing campaigns.I show that people don't really know fundamentals about
their biz I get trustGrowing my list is obvious strategic benefitAP gets the word
out without my money used
168.
I try to create an aura of being everywhere and always providing more
169.
I will recruit more Independent Business Owners and more preferred customers.
The independent Business Owners will become more successful and they will
recruit more customers, etc.
170.
Im being positioned as an expert.
171.
If you want to use the military experience. Mon colonel would say: If you make a
tactical error some mothers will cry , if you make a strategic miscalculation a lot of
mother will cry
172.
Ill-defined for the businesses I am involved with
173.
image and service and the whole process was designed to go from start to finish
and start over again
174.
In order. Meeting people in the top positions within companies to assess their
need and the potentials for referrals. Speaking offers a leverage point by
appealing to large groups of business minded people. Email offers the ability of
easily getting in the face and appealing to people directly.
175.
In todays market people are too busy, too skeptical, too willing to put off a
decision. By making them aware immediately of whats in it for them you at least
get their attention (USP).
176.
Increased market share
177.
Increased traffic and getting other people to become my salespeople.
178.
Increased understanding and communication by and between managers and

operational staff of the complexities of day to day activities that result in data upon
which management decisions are predicated
179.
Increased visibility which results in more customers.
180.
Increases our exposure and credibility, demonstrates our capacity and availability,
and gives people a desire for and hope of success in their own gardening efforts.
181.
Inexpense and somewhat personal
182.
Informational e-mail mixed yield initially with large build-up of sales and
confidence laterDirect main pieces yield consistent with most pieces and up to 5
times greater than averageInternet informational materials trust builder, vehicle
to establish internet sales with establish customers around the world. It also has
established our reputation as a world authority and thereby increased interest of
others in developing alliances.Word of mouth works great, its cheap and builds on
the foundation created by all of the other activities that people use to check us out
without taking any risks.Preferred customer events and sales. they generate big
sales and back-end purchases overnight.Special club they push forward the
development of alliances, generate cash, and promote long-term loyalty which
drives word of mouth, etc.
183.
Internet- global exposure, wholesale distributorships-low capital required
184.
Interseted party.
185.
Introduction of the coaching concept
186.
It appeals to the vanity, beauty, safety and convenience of our customers.
187.
It brings in a constant stream of business
188.
It is all pretty well one-off, seat of the pants stuff at the moment
Page 683

Each Tactic?
189.
It is more impactful and powerful. It will allow use to incorporate our message in
everything we do.
190.
It is targeted, and specific.
191.
It is winning new clients and getting our name known.
192.
It provides exposure and list building.
193.
It reduces the risk of them trying out the products and their resistance to the first
sale. Support and coaching reduces attrition and encourages reordering
194.
It targets only those interest in my products
195.
Just not enough.
196.
Keep our name in their memory
197.
Keep profits and margins high and expenses low
198.
keeping our name out in the community
199.
Keeping us at the top of the consumers mind.
200.
Keeps our name out there in the marketplace
201.
KISS easy to understand;Letter Boxing repeatable results;Copying a good

idea saving time to market;Business Partnerships source of ideas, products
and services for mutual benefit.
202.
Large stable businesss. Word of mouth advertising is the best advertising.
203.
Lets people know that I do want new patients so I continue to build my practice.
204.
Little effort with big payout, self replicating mechanism that once they get started
dont need any more of my assistance or active participation to advertise my name
online.
205.
Long term and sustainable
206.
Long term customer relationships based on trust, honesty and integrity.
207.
Low cost, low maintenance
208.
Low cost.
209.
Mailers are working for me when im not working, referrals bring in new clients, on
site corporate marketing gives us quick clients face to face.
210.
Maintaining preeminence
211.
Make them confident related to us and trust in our advices and services having
entire confidency in the best quality of what we give and offer to them.
212.
Makes customers more aware: ease of reordering (order prompts) informs them
ofnew book titles and related materials.
213.
Marketing copy is targeted so they will call if they have a need
214.
Measurable outputs and inputs
215.
Meetings: Opportunity to explain in detail how client can benefit from what we do,
how his or her specific needs can be metDirect Mail: Detailed descriptions of our
programs
216.
More business with existing clients and picking up new clients.
217.
More contact, client education of our services, better sevice to exact client needs,
218.
More contacts mean greater exposure and a chance to sell. People buy people
not companies so relationship building in critical to creating long term
relationships. The longer we invoice the more we make in both margins on the
original sale and higher margins on the upsells.
Page 684

Each Tactic?
219.
More patients, helps to close, iupsell & cross sell to my best clients
220.
More tactical than Strategic
221.
Most everything we do makes the patient feel special, privileged, apprectiated.
222.
Most of the tactics build the relationship with the customers, every tactic means
additional contact with the customer, tactics build the brand.
223.
Movement toward Big Picture Achievement
224.
Multiple jobs in one area at one time
225.
My plan sucked
226.
My system is totally unique.
227.
N/A (19)
228.
Name recognition but I am spending money for branding when I should

concentrate on my existing customer base
229.
Networking as an approach helps the sales process, because it aides the process
of relationship building.
230.
Networking particularly through professional connections generates pre qualified

prospects with the capacity to do business with us. The database work identifies
prospects with capacity in our geographic area because we know that they are
paying tax and how much we include that fact in our letter I see from your latest
accounts that you incurred a Corporation Tax liability of **,***. I have helped
many shareholding directors, with a similar Company structure and size to yours,
to save substantial amounts of tax. With regards to follow up and presentation
its on a nothing ventured nothing gained basis i.e. they have nothing to loose by
seeing us. We have to make a personal presentation because of the legal
constraints governing the financial services industry.The strategic benefits of this
approach is the creation of new prospects in the sector we wish to operate in.The
newsletter and annual financial reviews are to stop existing clients migrating.
231.
Networking: building up relationship, getting to know people's needsReferrals:

trust leads to longer-term relationships
232.
Niche becoming intimately aware of your customers needs. Door to door face
to face interaction.
233.
Nil (2)
234.
No body else in Australia is doing it, in our industry.
235.
No cold calling to this method.
236.
No costs.
237.
No idea
238.
Nobody else is offering the home owner the specific benefit I offer.
239.
None (3)
240.
None aside from gauging the difference in needs from 3 years ago.
241.
None so farI have big plans if only
242.
Not all that strong, especially internet.
243.
Not specifically considered such benefits because I have not thought in terms of
strategic operations.
244.
Not sure (6)
245.
Not sure except that they enable me to sell more
246.
Not sure how to answer this.
Page 685

Each Tactic?
247.
not sure what you mean
248.
Not sure what you mean. They help us gain customers, and quantity, esp from
target audience and those likely to return or reorder.
249.
Not sure what youre asking for. Thats a new term for me
250.
Not tried to analyse in dept.
251.
Not yet analysed
252.
Nothing really we are pretty basic
253.
Obviously none.
254.
One page fax: cheap. Simple call to action teachers are so busy. Allows me to
also capture their name and email when they call or email me.Follow Up Call:
amazing how many teachers never get the fax and I need to resend it. This
emphasizes that the fax was important. Also gives us a chance to hit key timely
hot buttons again (e.g. tell the teacher theres only 20 spots left and over 100
possible schools interested if he wants in he needs to call soon!)
255.
Ongoing creation of a reputation for solid customer support and a longer-term

(21+ years) presence in our field
256.
Online newsletter is cost effective and soft sell. Networking works well for me
becausewhat I have to offer is in demand and unusual. Rererral generation and
cold-calling are less effective but get my name out there. Writing articles (and
books) generates revenue and gets me better known. Same for leading seminars.
257.
Only the partnering qualifies as strategic. This approach pre positions us in the
role of experts to assist in a manner not available through typical mortgage
channels.
258.
Opens dialogue with prospects
259.
Our clients thinking of us as their trusted business advisors.
260.
Our loyal clients believe that we are very interested in their success.
261.
Our support is unequaled in our industry. This keeps our clients very satisfied
even at times when they are most needing solutions (read: frustrated). Having a
product that needs regular support also build a dependence on us which makes
switching to other vendors very unlikely. Hence we have 600 sites and have in
our 15 year history only lost about 5 clients.
262.
P.R. gives us implied endorsement.
263.
Packaging: Sell more often.Easy Payment: Sell more.Guarantees: lessen or

remove risk factor.
264.
PACKING DEMOS help establish us as experts, and help sell travel

accessoriesWARRANTY REPAIR CENTER - brings in people who have problems
with cases they bought elsewhere, as well as help establish us as experts, provide
service for mdse we sell, and possibility customizationSMALL NEWSPAPER ADS
- continuity of suitcase outline border ties them together and (hopefully) provides
more Top Of Mind Awareness (TOMA) than unrelated ads - keeps our name &
image in front of people4 PAGE CATALOG/SALE Inserts give room to stress not
only price, but selection and unique items. Also give room to tell/sell some other
benefits of shopping with us: no mall parking to fight; Free Personalizing; Free
Giftwrapping; experienced, knowledgable sales staff (not part timers or
floaters)HOLIDAY GIFT CATALOG brings people in who never knew about us for gifts instead of luggage. Often hear comment "It's the first time I've been in. I
didn't know you had such a large selection."DIRECT MAIL reminds established
customers of our One Day Sale the Sunday before Thanksgiving, our February
Trade In Sale, and our November Birthday Sale
Page 686

Each Tactic?
265.
People associate with me as I move along in my sales process.
266.
People do business with people they know, like, and trust. By developing great
relationships with our clients they are more readily willing to refer us and to
continue to do business with us.
267.
People knowing that this is an order made product, if not pressured for fast
decision, tend to delay the decision and we need to create a sense of urgency in
them.
268.
People look upon me as an expert & authority in my field
269.
People remember books they have touched, and they remember my name after
seeing a book, holding it in their hands, so they hang onto the cards and many of
them tell other people.
270.
People see my expertise and it generates respect
271.
People see my work, and I am able to use my partners influence.
272.
People will already know how I do business and how good my service is
273.
Personal contact
274.
Phone followup allows you to overcome objections. Print and online ads are
where qualified prospects would see them.
275.
Pleased patients will refer other patients
276.
Position the firm as the preferred source of services.
277.
Positioning ourselves as being unique.
278.
Potential market is computer savy, so we are getting exposure to most of

potential customer.
279.
PR gives us credibility and is trust-inducing. The articles that are written about
us give information and educate to some extent. We often put out case studies.
Alliances get messages and info to greater numbers and enable us to tap into a
wider range of markets. For example, not only teachers and school based
personnel but also parents. Referrals trust inducing and networks the
information about us and about emotional literacy into both education and parent
markets. Most people come to any event with two hats on one as a private
individual who may have children and also as a professional.
280.
Previous customers become advocates
281.
Primarily they are low-costs functions they we can afford to do. Our only
advantage is the relationshiop with their Buying Group.
282.
Product differentiation for the first usp, big margins are fun for high/margin/small
dollar, and propreitary products area always good tactics for the last in item 38
283.
Provides the opportunity to appear to the client as the best alternative for his
needs and enables the cultivation of a personal relationship so essential to
success in consulting.
284.
Publicity: free, more credible. Advertising: Product awareness. Trade shows: Get
good leads.
285.
Push Ads/Low cost. Highly targeted. Promote word of mouth.Pull Ads/ Low cost.
Highly targeted. Promote word of mouth.P.R. Valuable testimonials and
endorsements are widespread published.Unconventional Channels avoid the old
boys network conditionsOmnipresent guarantees for the customers.
286.
Puts us in the customers mind as THE SOURCE for the information they want. We
are branding our style and approach to the arts we represent.
287.
Raises the client level of comfort and trust in bonding with us.
Page 687

Each Tactic?
288.
Reducing our inventory
289.
Referral gives us our most strategic benefit because we are able to tap into the
patients emotional pattern which got them to buy from us in the first place. When
they refer, they send in people who already know something about what we do
and what we recommend so the surprise factor is reduced or eliminated. These
are usually our most successful prospective contacts. Newsletters allow us to
reconnect with people who already know about us and who stopped using us for
some reason. They give us the opportunity to remind inactive patients about who
we are and how we have improved or updated our services since they last saw us.
It also gives us the opportunity to invite them back with an offer that sets us up for
an upselling opportunity. Screenings and talks put us in front of a large audience
of prospective new patients and gives us a chance to begin the re-education
process that we will continue when they come to our office.
290.
Referrals free and produce high quality leads. Brochure mailing inexpensive,
allows me to reach those outside my circle of acquaintances. Networking
inexpensive, allows me to develop relationships that can foster future business.
291.
Referrals are a strong endorsement.
292.
Referrals are always easier to work with and buy more and never give us a hard
time.
293.
Referrals are compound oriented efforts. Each referral will spin off their own
referrals, so it is an exponential effect.Affiliate Internet marketing allows you to
leverage off the existing success and traffic of an already successful company.
294.
Referrals do not cost me much more than the time I invest to get them, which is
usually not much.
295.
Referrals mean they are warmOur cold scripts get us to people in 1 hit not 20the
clubs make us appear stunningly professional, authoritative and approachable
296.
Referrals, - others sell for me industry participation, - raises profile, acquire

contactssharing info, - gather info and plant seedsnetworking educate and
explain
297.
regularity, working off of previous dealings/impressions
298.
Relationship building, making the phone ring
299.
Relationship building.
300.
Repeal business or monthly charges
301.
Repeat business
302.
Repeat business builds your lifetime client value, Referral business builds your
client base up and letting your client know that I value their business enough to
give them more for their money.
303.
Repeat businessReferral businessSense of a well _rganized business that is a

stayerSense of bonding so they want to keep doing business with me
304.
Rererals building a reputation as someone who does what they say and
compensates people for their help, direct response spreading the name
throughout the industry, advertising and copywriting-educating people in the
minimum of time to the benefits of your company, follow up building trusted
relationships
305.
Risk Reversal: in sales, helps reduce the risk of the customer to make a
commitment.Host Beneficiary: aligns our company and products with
complementary solutions, bringing both our customers better over-all
solutions.Advertising: for lead generation, help increase awareness of our product
line. Unfortunately, the ads are not direct response.PR: for lead generation,
Page 688

Each Tactic?
increases awareness of our product line, adds credibility to our product line and
company.Direct Email: when used, would lead to additional salesQualify leads up
front: reduce the time to saleChange profile of products and service for up market:
increase the amount of the saleLarger units of purchase with discounts: increase
the amount of each transaction.Free Evaluation versions for download on our
website: increase leads
306.
Satisfied customers
307.
Saves people money on prescriptions and on convenience items.
308.
See above (3)
309.
Seen to be very approachable and to become the source of choice for help and
supplies.Seen to be a GURU in the field of alternative medicine.Achieved a large
volume of sales at very little cost.
310.
Sell on technical capability and fast delivery not on price
311.
Seminar selling = positions me as the expertTelemarketing = qualifies the

prospectMailings = predisposes the prospect to listening to my offer
312.
Seminars allow me to see many prospects at the same time and direct mail gets
them to the seminars.
313.
Seminars allow participants to see me as an expert, and allows me to teach them.

Direct calling seems to work because people like human contact, and yellow
pages work because people are in need of services when they start looking in the
phone book for a provider.
314.
Service.
315.
Show more clearer direction
316.
Speaking engagements and articles build my reputation. Association meetings

also help in that regard.
317.
spread by word of mouth
318.
Strategic Partner Program builds a client base with minimal costs. Web based
marketing- more tactical.
319.
Strategy wise, referrals will help my business grow faster. And barter gives my
customers an extra value for being associated with me.
320.
Strengthening our preemptive postioning.
321.
Takes me to were I want to go
322.
Talking Ads: This is a unique service that no one else in my market currently uses
and therefore is really a good USP. FREE consumer reports give people what
they need when they are looking for it and seems to be another good way to find
new clients when they are most ready. Again there is only one or two others
offering this type of service in my market. Three, Service For Life is a system that
is based on relationship marketing.
323.
talks are best
324.
Targed exposure
325.
Targeting the companies I want to have as my clients
326.
Taste and see
327.
Telemarketing direct feedback if interested Alternate Channels more feet on

the street for us, another persons opinion can add credibilityReferrals the best
kind of leadDirect mail evidence and customer testimonials to support our case
328.
Telephone skills will open relationship and qualify prospectsSales skills will
advance the sale and close businessDirect mail will establish market presence
Page 689

Each Tactic?
and provide a reason to follow up with a phone call.Referrals allow leverage from
a current client or contact.
329.
Telephoning first allows me to put something of myself across in person before

either meeting or mailing
330.
Telesales: use of trained staff. Controllable costDirectories:

little if any cost.
Seen by a large number of peoleReferrals:
it is a recommendation so the new
prospect will be warmer than if obtaibned from telesales
331.
The benefits are all the same, that is I get lots of face time in a stress-free
environment. This usually pays off down the road.
332.
The ads reach a large audience, the letters target present customers , word of
mouth/conversations reach contacts for other properties.
333.
The all work by creating centergy
334.
The benefit is to nurture a relationship, and build credibility and trust, by providing
a fresh original bulletin to them each week to show there is a person out there
(me) who is thinking and in action each week and who cares about them.
335.
The client become involved in his/her own planning, before, during and after the
event takes place. Kind of an IRA for entertainment services
336.
The client only has to agree to try our service....no risk, no obligation
337.
The concept is to be noticed by someone as they are involved in a real estate

transaction. While they may not immediately use my services, other people may
ask how the recent selling/purchase transaction went and ask who they might
recommendI hope to be included in that recommendation even though I may
never have talked directly with the recommender.
338.
The customer (or trainee) regards me as a friend
339.
The first (marketing by referral) and second (by using electronic means) marketing
tactics are self-explanatory. The third one would combine and also promote the
first tactic by developing the staffs individual contacts.
340.
The mailing is targeted to potential clients and addresses their needs and
concerns, rather than our services through which we set ourselves apart.
341.
The more referral names I have the more I people I can approach to help build my
team and move me up the organization.
342.
The most successful tactic is to do free / almost free / or trade body treatments
with the receptionists, manicurists and hair dressers in the day spa. They have a
captive audience when they are doing hair or nails and they talk about the great
treatment they got from me and suggest these treatments to their
customers.Strategy: I gain a reputation for integrity, exceptional knowledge and
experience; excellent work and offer great benefit to the client. The clients have
faith that they can come to me and I can make them feel better and that they can
refer me to their friends and relatives and I will also take excellent care of them.
Build trust.The next most successful tactic is to demonstrate a new or different
technique on a client for no charge, to educate them as to the other body
treatments that are available to them and how each treatment can be of benefit to
them personally. They eventually come back and give it a try. The strategy here is
to show the client that I am well versed in technique and to show how each body
treatment can personally benefit each clients needs. Make the client feel special
that I am catering to their individual needs.The monthly flyer specials to the
shopping center tenants bring in a few clients. They try the monthly special at a
reduced price and experience the body treatment. This letter has also been very
helpful in getting to know my neighbors and they to know me. I am thinking about
expanding this monthly letter to include some helpful hints, educational articles
Page 690

Each Tactic?
about various body treatments, home body treatment recipes, etc.Strategy: Get
people to know who I am. Bring in new and repeat business by offering an
incentive for the people to try the treatment of the month at a reduced price. I can
also offer my free stuff here (information).I am thinking about constructing a
website where people can go online and read about the various body treatments
available, purchase gift certificates, and book themselves for a treatment. Have
email for them to ask questions and I reply.Strategy: Make it easy, simple and fast
for people to get their questions answered, buy for others, buy for themselves and
booking the appointment. They dont have to come into the day spa for that very
personal last minute gift.
343.
The newsletter keeps my name in front of them as a reminder along with it being
educational. The thank you cards show them that they aren't just another body
that walked into my gallery one day. Special orders shows that I'm willing to go the
extra step for them. The workshop helps to educate in a non-selling format.
344.
The only thing I can say is I do get in touch with a lot of people
345.
The phone book gets the phone to ring. The sales letter gets the sale sometimes.
346.
The presentations become strategic, for they can be recycled for more generic
use. Leasing as an alternative to buying is a strategic alternative. Going to the
Board is a strategic move.
347.
The referral program through relocation consulting firms, along with networking
within the relocation industry has the benefit of rapidly establishing a position of
market dominance in our niche (with very little marketing expense). Similarly, our
viral marketing efforts create awareness of many of the types of announcements
we send, and provide an implicit testimonial from our client companies that have
sent notices that include our logo and tagline. The websites primary strategic
benefit is allowing us to educate the market about our services (a new service
introduced into the marketplace) and supporting our consultative selling.
348.
The seminar tactic makes us out to be some of the foremost specialists in this field
and therefore accomplishes the idea of being sought highly sought after for
medical advice and it also allows us to discuss a variety of topics showing a great
deal of knowledge in several areas opening doors for more treatment options. I
am not sure the strategic benefit of the free restart except that it continues our
long-term relationship with our patients and can lead to new treatment options for
them. The strategic benefit of rewarding referrers and referees is to build trust in
helping their friends and loved ones. The hand-outs are to educate our patients
so that they become highly educated about their health and therefore make better
health decisions in the future, like using us.
349.
The strategic benefit is that they all it around our central message of "unsurpassed
service quality"
350.
The strategic benefits of each tactic is helping us to realize the overall goal of the
company which is customer retention.
351.
The strategic benefits of these marketing tactics are to drive in a high volume of
new people that are interested in at least our introductory services, whom we can
then educate on the value of what we provide, thus generating clients who in turn
can refer others.
352.
The tactics provide a multilayered strategy, which gradually draws the customer in,
build trust and offers minimal downside
353.
The ugly brochure gives me a chance to apologize for the look but stress the
every-words-important friendly relationship-building.
354.
There have been no benefits since we only sold one deal to an existing customer
355.
Theres nothing to draw any conclusions from yet. Give us three months and well
Page 691

Each Tactic?
have a lot to report
356.
They all (I believe) reinforce the brand and the general notion of what our
operation pursues.
357.
they all tactically support the strategy, i.e. the master plan, if you like
358.
They all feed to building relationship, expertise and referrals.
359.
They all help to create that Parthenon of Power.
360.
They all pull from a different area and support each other.
361.
They all serve to keep us in front of those we need to send us business and to
reinforce the professional and competent impression we need to make.
362.
They are a good start but I need to build momentum and do much more
363.
They are all focused on fulfilling the strategy of bring quality people who want to
build a home based business
364.
They are help me bond with my target market
365.
They are not harsh or annoying to potential clients.
366.
They can convince people to use our services
367.
They can work together (eg a referral leading to a one-on-one, etc.)
368.
They create a strong visible image of me and what I can do for them.
369.
They each support the other one.
370.
They generate enough good results to keep on beiing profitable.
371.
They generate good word of mouth in a niche industry fraught with B.S.
372.
They help build a customer base and establish me as a recognized expert via
social proof.
373.
They identify likely prospects and the referal program gives us our best clients
374.
They just fit together.
375.
They must enhance our reputation or increase our sales, or preferably both.
376.
They pused my Google page rank up to 5 because of all the links so everyone
thinks the web site is successful.
377.
They support my strategy of using my business to support my lifestyle.
378.
They tell there friends
379.
This strategically places me above the competition since many of them will not
take the time to educate or take the time to provide options to their clients.
380.
To be so far ahead with customer service that referrals will follow.
381.
To bring for new clients in.
382.
To constantly position our organization as the best value at the lowest price and
the place to go for membership benefits.
383.
To generate referrals or create alliances.
384.
To get referral business, repeat business and new business.
385.
To me -They save money They save time To the client - It forces them to learn the
skill they are being taught-
386.
to offer prospects what they are dying to get
387.
To reach my five-year goal.
388.
To realize strategic benefits, I need to integrate all the tactics.
389.
to sell \ rent the special one!
Page 692

Each Tactic?
390.
To take you closer to your strategic objective
391.
TONERMAN is different & stands out. Newsletter The rest are old boring stuff.
392.
Top of mind awareness.loyalty
393.
Top of Mind MArketing
394.
TRUE TESTIMONIALS FROM SATISFIED CUSTOMER.
395.
Try to inspire you to take an action
396.
Trying is believing
397.
Undefined strategy, undefined benefits.
398.
Undetermined
399.
Unknown.
400.
unlimited success
401.
using all 60 at the same time, not relying on any one tactic
402.
USP- DIFFERENTIATIONREFERRALS NR. OF CLIENTS
403.
Value to client, name awareness.
404.
Very few companies in our industry allocate any resources towards marketing.
Frankly, we benefit by taking ANY action.
405.
Very little strategy to it. If I am successful my business grows.
406.
Warm leads to new prospect
407.
We approach each project from the standpoint that its common sense that we can
save the client money and deliver faster than a competitor.
408.
We are able to quickly adapt in this down market to changes in consumer demand
409.
We are building an awareness of our service and commitment to be there

afterwards too. Working to build top of Mind awareness. We will gain more
business through referrals. By educating our clients they will see us as more of a
leading and look to us first for information and help in solving their challenges and
needs.
410.
We are getting hot and qualified leads right from the get go. No guessing or
wasting time in making deals happen.
411.
We are proactively creating our industry, rather than always reacting to the news
of the day.
412.
We ask people to vote with their money if there are tons of people asking for
their money back or take advantage of the risk reversal it is a clear indication of
our ability to dramatically improve what we are doing. No votes are actually yes
votes to us.Referrals- extremely low cost to bring them in as customers and it
makes it easy for us to convert them and now that we are creating back-ends we
will be able to leverage that
413.
We focus on the higher potential business first in each tactic. . . advocacy and
companies who may already know us
414.
We gain introduction to individuals that it would take years to find if we used

advertising/email/direct mail etc.
415.
We get towork with nice people.
416.
We get in touch with people fast
417.
We get lots of referrals , but need to implement this better
418.
We get to know the client, build trust and rapport, avoid surprises with fees, and
help them understand the intangible aspects
Page 693

Each Tactic?
419.
We get willing customers who (usually) are happy with our service
420.
We have to spend a lot of time educating the public and physicians about the
capabilities of this technology. There are only about 100 of these scanners in the
US, and one of our challenges is that we may be ahead of our time.
421.
We make long term customers.
422.
We were able to secure sales, which would have been lost to our company. We
were able to hold onto our market share and we suffered no ill effects from our
competitions sales program.
423.
Were everywhere
424.
Well, I position my self, my USP, with each tactic.
425.
When one person leaves the customers plant it doesnt leave us starting all over
426.
When we have an overall strategy (we are still developing) our tactics will be the
integrated force to achieve and carry out our strategic objective.
427.
When we reach the proposal phase we normally win
428.
Word of mouth this is the best because our satisfied customers are the best form
of advertising we have although it is often difficult to track this type of advertising.
Past relationships existing cutomers come back for more products (repeat
business). Yellow Pages and Directory Advertising targeted group of potential
customers look for what they want and contact us with specific needs. Cold calling
gets our name out there a little bit but is the least effective form of marketing.
429.
Word of mouth & Jvs sets up instant credibilty and reinforcee my position by
giving me instant credibility. DM reaches the most targeted group of people. The
web gives me global reach and allows me to offer free content for no extra cost to
me.
430.
Word of mouth allows people to do the convincing for you. Phone calls and Direct
mail allow you to communicate with potential customers faster than face-face.
431.
Wow prospects with conveniences they didn't know were available. Were not an
uncaring company only wanting to do only the minimum.
432.
Yellow page placement-capturing ready to buy market/ internet banners-Creating

interest call location
433.
Yes
434.
You know, a few weeks ago when I first started reading your stuff you talked about
strategic and tactical marketing. I looked up both words in the dictionary and found
that they mean the same thing. So Im confused on this.
Page 694
Question 40. What Are the Advantages People Choose Your

Company Product or Service By?
Question 40. What are the Advantages people choose your company/product or
service by (i.e. your USP)? Define briefly.
1.
(a) Value for money; (b) Good quality service; (c) Top quality facilities
2.
? (3)
3.
1- Deliver Results. Products deliver what the customer bought the product for. 2Customer focus and satisfaction.
4.
1) Ability to provide overall, single-focal-point professional project management

capability and services; 2) Personal Relationships; 3) Believe in our company as a
long-term building management solutions and service provider; 4) Systems
Integration capability
5.
1) We take the time to understand peoples requirements before we make a

recommendation 2) We educate novices in the particular dynamics of selecting the
right type and condition of container (containers come in 4 grades of condition from
A grade which is in excellent condition down to D Grade which is battered, rusted
and very tired.) 3) We send a digital photo of the container we are recommending
4) We offer a set of Assurances (guarantees) that no-one else does.
6.
10 year guarantee and presentation folder
7.
10+ years experience successfully performing service
8.
100% money back guarantee, high quality well-tested products
9.
40% of our business is assessments. The worlds only assessments that measure
skills, behaviors, attitudes and values inside each step of the system we teach and
then provide targeted learning solutions on an individual basis with over 70 different
prescriptive solutions.
10.
A complete, proven business-in-a-box, ready to go.
11.
A guaranteed functionality An emotional effect by using the product in the advertised

and recommended conditions.
12.
A personal service from someone who cares about their objectives in doing
business with me.
13.
A Very Useful Design Service creates and designs advertising and marketing
materials that inform, persuade and remind our clients target markets of their
services and products, enabling them to increase their competitive edge in the
market place.
14.
Ability to find untapped/uncommon/underdeveloped markets and needs
15.
Able to combine multiple skills sets such as sales, marketing, strategic planning,
stress management
16.
accountants advice with your home loan
17.
Accredited certification
18.
Actively producing plans
19.
Actual long-term positive results
20.
Advantages, such as: Improve response time to customer requests for information
Delivery product that meets customer expectations and requirements Immediate
access to product information and order status Greater breadth of solution options
that better meet needs
21.
advertise
Page 695

22.
Affordable financing for worthy individuals who may not be able to get traditional
financing at the present time due to unexpected events or less than perfect credit
records.
23.
Affordable help
24.
After people see their personal financial information on their own financial
chessboard, they see clearly the steps they can take to improve their personal
financial position, in the same way as people going from playing chess without a
chessboard to playing it with a chessboard.
25.
Again, this is something Ive just learned about and am in the process of developing.
26.
agressive no waiting policy, easy acces, advanced training / experience in sports

and neurology
27.
All competitors sell Alpacas. I sell friendship first that last a lifetime.
28.
All natural
29.
All services and 'products' we deliver can be evaluated and guarantee excellent
results, we integrate for that education, events and media so the client can
distinguish it's business severely from competition with excellent, profitable results..
30.
Already said the USP. We have quality products, we deliver on time, the
personalization will be accurate.
31.
Always prepared to fight a clients corner
32.
An INDEPENDENT appraisal of their needs.
33.
An indepth analysis from various perspectives, where the customer always

experiences several "ah ha's" and changes how they think about money and
creating abundance.
34.
At this time, the main points of differentiation for the consumer market is in the form
of the mobile phone hardware we offer. If someone wants a particular phone that
we have, only we have it. We are moving towards offering unique content on our
phones. In the business segment, our USP is our nationwide GSM/GPRS network
coverage.
35.
Attention to detail, service, results, we fit into their lifestyle.
36.
Because I help them attract and retain more profitable customers and more
productive employees.
37.
Because of our patented design, our lockable mailbox is the most affordable on the
market by a lot. It holds weeks of mail and is theft and vandal resistant.
38.
Best seminar on the market Customers can keep in touch through investment clubs
we run
39.
Better experience in IT More desirable property features
40.
Better results, more knowledgeable, graphics on everything
41.
Breathrough go-to-market strategies
42.
Bronze in Motion, Affordable fine art.
43.
Buyers & Sellers who choose us get honest, ethical service with agents who have
23 years of experience.
44.
By having our service they can have the system keep track of important share price
movements without having to constantly be in front to the computer
45.
Cant define yet. Still quite unsure
Page 696

46.
Catering specifically to a niche market that is not fully developed at this point in time.
47.
Cause to pursue action
48.
Cheap, high quality, commitment to solv customer problem
49.
Chocolate contains donation to hunger relief projects
50.
Client beneficial programs
51.
Come to your home, develop comprehensive individualized health plan, can call or
e-mail me anytime, provide education for improved independence.
52.
Competitively priced, easy to use, software solutions, that help you increase
productivity, create neat organized records and provide the answers you need with
the click of a button.
53.
Complete and thorough care with 24 hour availability
54.
Confidence in my design abilities and service.
55.
Confidence through hiring the most professional, expert realtor in the district.
56.
Consistently getting the job done on time at a reasonable price
57.
Consistently high service quality; personal customer service; low error rate
58.
Constantly offer a range of products and in constant contact with customers to find
their want and marketing advertisement to create more customers want when we
launch any new product.
59.
Consulting for practice. The clients receive marketing impact and realization and
earn additional money.
60.
Contingency based marketing fee.
61.
Convenience, Im right there in front of them and bring the issue to their attention at
a very personal level.
62.
Cost advantage
63.
Cost, Service, Availability of Information, Market access, expertise
64.
Craftmanship and honesty
65.
Currently I do not have a USP. I am in the market as a ME TOO! That is bad.
66.
Custom Wellness Solutions Specialist
67.
Customer and product knowledge
68.
Customers typically tell us that they thought our solution was easy to use, had lots of
confidence that we could put it, make it work teach them how to use so they could
get the benefit of their investment, and that we would be around to support them
and help them in others ways
69.
Customized solution
70.
Dedicated to our products and industry. Private company with long term thinking.
Great technical solutions, at a fair price delivered fast. Will make customer parts
(even small qty)No min order size
71.
Dentistry the way a dentist would buy it for his family mercury free dentistry
sedation dentistry
72.
Design is everything
73.
Desired: education on health matters
74.
Differs with different properties
Page 697

75.
Direct presence of the company as opposed to only a distributorA wide range of

office automation products on offer from one company
76.
Dont have a USP yet
77.
Dont really know
78.
Don't know
79.
Dont yet. Only one that will be doing it in the area.
80.
Ease of use of the items.
81.
Easy to understand, reliable, expert information about email newsletter creation and
marketing that is tested and proven to increase profits
82.
Easy to understand, reliable, expert information about email newsletter creation and
marketing that is tested and proven to increase profits
83.
Easy to use, does what it says it's going to do
84.
Easy to use; beneficial to health, serenity & longevity
85.
Educate the customer, very nice service, very low price
86.
Education and personalization
87.
Education and testimonial proof.
88.
Education, length of time in business, taking the time to listen and provide choices
89.
Effective weight management product Cost effective Easy to use Totally natural
therefore no side effects
90.
effective, and cost-effective. Far better than guessing what to buy at the healthfood
store, the recommendation service is free, the products professional grade, and
when available at a healthfood store, our prices are usually lower.
91.
Effectiveness and value
92.
Empowering therapist with ergonomically superior lift tables. Once a therapist

understands the ergonomic implication of what they have to do to achieve success I
have no longer any competition.
93.
Established many years, easy access, heard nice things from others
94.
Excellence; breakthroughs very quickly
95.
Excellent customer service; great solutions, lots of technology for a relatively small
company with small dollar entry requirements for Telemarketing projects
96.
Excellent service and competitive prices
97.
Excellent service vast knowledge that helps keep their deals together and helps
make them deals and our contacts
98.
Experience
99.
Experience and expertise, married with our IT systems
100.
Experience and references
101.
Experience, Testimonials
102.
Experience, ability to deliver superior results, fees that carry risk reversal.
103.
Experience, tested and proven solutions, guaranteed results,.
104.
Experience. Price. Trust.
105.
expert service, quality, done it before - experience
Page 698

106.
Expertise in picking from a complete range of products not available everywehre

else
107.
Expertness
108.
extremely high degree of specialization, suggesting to them we are better at what

we are doing than our more generalist competitors
109.
Fast funding decisions, ability to draw on and be charged for only the funding
needed at any given time, flexibility, ability to accurately and completely relate to
clients needs, obstacles, objections
110.
Fast service, low price, excellent quality.
111.
Faster service.
112.
Faster way to increase profits, business performance and systemization of your

company.
113.
Feature rich At a price no one can beat
114.
Financial accounting background provides a unique talent for investment analysis in

real estate
115.
Find what you mean. Show what you know or have. Turn dumb searching into smart
finding. Dramatically increase upselling and cross-selling. Save an hour per day
searching for stuff you know you have but cannot find.
116.
Flawless translation, 100% of the time.
117.
Flexibility in the course structure. Programme can be modified to suit the needs of
the customer. Prompt service.
118.
Flexibility of ways of accessing the knowledge/advice they want
119.
Focuses on investing from home using the internet to research/buy as well as

investing through the mail.
120.
Freedom to chose and develop.
121.
Fun and curriculum based educational programming
122.
Gain more productivity and fun out of their Pocket PC by subscribing to print pub
(and more profits by advertising).
123.
Geoff and Paul, my principals, present as ordinary blokes making a fortune with
simple replicable strategies. This sits well with a population who have saturated on
egotistical Gurus telling them how rich they are.
124.
Get results or get all your money back plus $100 cash!
125.
Gets people to have incredibly impressive job interviews and gets them to do career
planning.
126.
Gives you the best product/performance for your money
127.
Good and fast and friendly service
128.
Good rates and honest people
129.
Good software should always be an investment, never a cost
130.
Great ideas guaranteed to attract new clients
131.
Grow your business with little risk and little investment and with No Risk.
132.
Guaranteed performance.
133.
Harnessing the power of applied knowledge to achieve your goals.
Page 699

134.
Healthy products delivered to your door, without the hassle of searching for them.
135.
Helping realtors build a solid reputation by solving their buyers loan headaches
136.
High quality
137.
High quality entertainment, most fun they have had, convenience of set up
138.
High quality product. Feature stories, direct mail
139.
High quality supplies with knowledgeable staff.
140.
High quality tools , enclosures and water equipment.
141.
High quality work, fully guaranteed results
142.
High returns(24% plus),safe reliable consistent returns, we only profit when you
profit.
143.
High standard of service; We get results
144.
High Traffic+ high conversions=more sales
145.
High Value, Outstanding Customer Service, Competitive Pricing
146.
Honest good results that usually give them $ value or personal enhancement.
147.
Honesty, finished product
148.
Honesty, integrity, service in a troubled industry.
149.
Honesty, connecting benefits with felt needs, availability
150.
I am searching for one
151.
I am sensitive to their emotional state, friendly with them, systematic and creative.
The service is simplified
152.
I am the ONLY supplier of a range of important health care products and software
153.
I am told everyday that I seem more knowledgable about my industry than any of my
competitors. I also take great care to manage each transaction from application to
close.
154.
I am working on that now and more this week end at Joel Christophers work shop.
155.
I believe its the customer education and integritywe really care about them.
156.
I bring a solution to a problem they have.
157.
I can offer strategies used by people such as Jay to increase sales. Plus, I offer my
own mathematically based solutions to increasing productivity. Most Telemarketing
Directors dont know how to use math to determine how well a strategy could be
used.
158.
I can share how focussing on personal development has affected my life and can
evolve or create the life they desire
159.
I can turn your website into gold. Business owners like the sound of that, since most
of them think of their website as a drain on resources. Technology Tamer we help
people make friends with their online technology provides a safe environment for
asking questions
160.
I care about their business, am responsive and want to learn about them. I will come
to their office, they dont have to come to mine.
161.
I create rapid shifts in peoples lives
162.
I dont have it articulated
163.
I dont have one.
Page 700

164.
I empower them to experience full energy living.
165.
I genuinely care for people and therefore over deliver and equip them to solve their
problems in -1/3 the time of other counselors; gifted with wisdom and very credible
with a easy, yet powerful communication presentation.
166.
I go on location. I offer a free session. I have a 100% guarantee.
167.
I have moved from a non-financial position to a financial one can relate to the
problems faced by non-financial managers
168.
I have the best product available
169.
I haven't really developed the USP yet. Given that my UK competition is apathy (not
actual competitors), this hasn't seemed vital. No doubt that's a bad mistake.
170.
I help business owners realize how much money their not only losing with marketing
that barely works, but how to easily create new and repeat business and
dramatically increase their bottom line by taking the money that theyre leaving on
the table.
171.
I help people get out of pain quickly and show them how to stay pain free.
172.
I help them solve their problems rather than solving problems for them
173.
I hold the clients hand and make sure their entities are completely set up and
functioning before I leave. By functioning, I do not mean the business aspect but the
legal aspects of the entities.
174.
I integrate sophisticated knowledge of people and the dynamics of interactions with

and the experience of business ownership.
175.
I intend to be alone ,in my first.
176.
I know of no other quality suppliers of authentic, home-style Caribbean Cuisine. This

food is genuinely delicious!
177.
I make the home owner a specific offer they can relate to vs. the normal offers.
178.
I offer a complete marketing system that has been tested, proven and documented
to work in their specific niche. And I offer it with a money back guarantee.
179.
I offer a money-back guarantee on my Patent Services.
180.
I offer step-by-step instruction for them to develop their Internet business dream,
and I provide a community for the mutual benefit of all members
181.
I only make money if they make moneyI dont spend their money unless I can
measure the returnEvery program has to pay for itself or we discontinue itI teach
while I execute, so they do not become dependant on me.
182.
I only sell environmentally friendly lawn and garden products, and I have a 60 day
money back guarantee, and I offer free ground shipping for everything.
183.
I provide a specialized therapy and I do everything I can to see that my clients are
well taken care of.
184.
I provide heirloom quality jewelry at a fraction of the price of a traditional jeweler, it

says so right on my card!
185.
I provide information reports that will give a rational expectation of profit rather than
an informed or lucky gamble like many stock pickers do.
186.
I provide low cost solutions to small biz marketing problems.
187.
I provide more info to help in decision making
188.
I put in systems that increase sales by 30% in three months
Page 701

189.
I specialize in low cost, maximum impact marketing strategies, so you get maximum
leverage out of every dollar you spend. And as opposed to most marketing
consultants whom charge thousands of dollars a day; I am so confident in my ability
and skill, that I prefer to get paid when YOU make money.
190.
I teach Realtors how to list property without making phone calls.
191.
I teach the worlds #1 marketing tactic (word of mouth with JV/host ben and I offer
my course for a free 30 day trial period. If people dont think its worth 100 times
what Im asking they dont pay (I return their uncashed check). Plus they keep $207
worth of free bonuses just for trying (they are good bonuses too). Then they get an
extra year to see if I deliver on my promised... or they dont pay a cent. Plus, my
sales letter spells out the benefits way more than anyone else who markets to my
target. Then I teach word of mouth principles and tools in a way that is plug and
play even a novice could do this. No one else Ive seen does this.
192.
I understand how systems work and how to improve them for the highest good of all
http://virtuousSpirals.com
193.
I understand, easy to do business with, really listen
194.
I will stay in constent communication with them I will be honest with them I will
service them better then anyone in my market place I will negotiate more money for
them then anyone in my market place.
195.
I wish I knew.
196.
Im actually not sure.
197.
Im approachable, customize my work to the clients needs and usually priced lower
than my competition.
198.
Im not certain.
199.
Im the only one with that magic combination.me backed up by Jays tools earlier
presented. Plus I lock them up.
200.
Ive won a case in front of USSc and Ive taken many seminars in the dui/crim arena.
Dso Im up on cutting edge techniques
201.
If a company buys my list and have their recruiters call and hire the pepol;e on it
then its cheaper than a search firm or employment agency
202.
If youre stopping yourself from success, we give you the tools to get your foot off
the brake for good.
203.
Improve their business or dont pay
204.
Increased cash flow and customer retention.
205.
Individual personal attention, proven profit producers,
206.
Information not available anywhere else at any price
207.
Innovative thinking
208.
Instead of renting they can lease to own so they dont have to qualify for a bank
loan.
209.
International credibility and certification
210.
International Telecom Company first Local Phone Product that includes Free Long
Distance to Anywhere I The US, Canada and Five US territories for Free!!
211.
Internet based. Price accuracy, interview questions. We need to work on our USP.
212.
intimate learning environment, clarity of teaching, accelerated program (compared to

average competitors), quality
Page 702

213.
it costs them less money to listen to somebody who experienced the problem they
are having now and has solved it than to try to do it themselves
214.
It gives them what they need, creative answer, ownership, high implementation in a
way no one else does.
215.
It is a comprehensive communication company that helps them no matter what their

need. Our commitment is to be a fully comprehensive compassionate
communication company.
216.
It is because our outstanding services that other similar companies would have
difficulties to compete, or no other company could provide in this field of business.
217.
It offers the average person an opportunity to have their own business at an

affordable investment, using a proven structure with a complete product line up.
218.
It works. It is safe and easy to use on all jewelry. It gets the desired results, which is
making your jewelry look like new again.
219.
Its a product with great benefits and no one else in this industry has something
remotely close to offer you.
220.
Its exclusive and I give them a whole lot more for a whole lot less.
221.
Knowledge & price
222.
Knowledge, communication, understanding, technology
223.
Knowledge, experience, workmanship
224.
Knowledgeable staff provides quick and easy resolutions to complex problems

saving time and money for our clients.
225.
KnowledgeableMost practical and extensive experience in this field in the UKThey

benefit from our mistakes we have learnt what the fastest, more effective ways to
develop emotional literacy are by finding out what doesnt work as well as what
does.
226.
Leading scientific formulation. Makes customers feel good and have great energy as
apposed to dieting. Rapid weight loss of 5-15kgper month. Able to eat normal food
no counting calories or special diets
227.
Learn English like an American with an American
228.
Local expertise, overseas expertise, knowledge of markets, tariffs, regulations,

pricing and integrity
229.
Local marketing system, getting subscribers involved
230.
Local, trustworthy, fast, helpful.
231.
Location easy to do business with - professionalism
232.
Location, Quality, Service, Value
233.
Long experience in the field
234.
Long term value-adding relationship with customers and customers business

associates.
235.
longevity in a quick turn around business.
236.
Lower costs, and feeling that I really want them to be satisfied, not only doing
something because I want to.
237.
Lumpy mail gets attention
238.
Mainly honesty and normal prices in an abnormal market
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239.
Make their skin softer and fresher immediately after using it.
240.
making artists and customers both feel they are part of a special elite group
241.
Making Information Technology clear to the non-technical business person.
242.
Manage deliveries, climate control, security, full service moving system.
243.
Market coverage. Reputation for rigorous analysis.
244.
May times they do not know m competition exists!

Other times they think that by
being more expensive, they will get more from me than the competition.
I spend
more time with them explaining them my services than the competition.
I have
started to invite them to come and try my services free with no obligation on their
part.
245.
Measurable customer advertising campaigns
246.
Measurable resultsGuaranteeContinuity
247.
Meets specifications and offer the lowest price.
248.
Merchants choose us because we can either save them time, as in the ECR service,
or money as with the Credit card acceptance.
249.
money back garentee
250.
More channels, and convenience.
251.
More effectiveness of products
252.
More knowledgeable, good communications, friendly.
253.
Most of our products are certified by Internationally recognized organic bodies so

that they are recognized as bona fide inputs
254.
Most respected. Reputation is extremely important professional investment circles.
255.
My broad range and depth of business experience combined with common sense &
professionalism is unique.
256.
My clients buy me and the reputation. They want outcome and most dont care how
they get it.
257.
My contacts with recruiting agencies and network; my education and specialized

training; success record; I help them build self-esteem and confidence; I help clients
build a game plan to get to their next job
258.
My looks and personality, I believe.
259.
My PhD gives extra credibility to my research skills; my past experience gives me

hands-on credibility
260.
my programs are not motivational; but transformational - they help people

breakthrough the inner barriers to achieve greater outer world results
261.
My site is the only and one place where you can get practical, ready-to-use
knowledge about marketing that is doable in Poland by Polish small businesses
262.
My stories are very personal, with an attitude that people appreciate. I am working
on sorting out my USP into something marketable but have not yet gotten there.
263.
My USP has been "Real Training for the Real World"
264.
My USP is my own knowledge base, experience and analytical ability pertaining to

the clients specific subject matter. This is usually addressed in a face-to-face
meeting with the client where I have the chance to demonstrate my knowledge,
experience and ability to understand the clients issues.
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265.
My USP is this: I will help you take control over your business and build it into the
asset youve always wanted it to be or your money back.I also say: Well be an
Asset On Your Balance Sheet, or Your Money Back but that is not as explicit.
266.
Name brand..risk reversal
267.
Networking services delivered quickly, at low overhead, cost. Available from

anywhere in the world for small business.
268.
New technique for treatment of pain, which is not otherwise available in my

geographic area.
269.
No cost to the client
270.
No judment, get work done now, explain process in understandable terms
271.
No one else formalizes loans between family and friends.
272.
Nobody does it alllike we do!
273.
None yet.
274.
Not clearly defined
275.
Not just provide the typical audit or tax services but consult on business matters so
that our clients only want to use us for any of the business or personal needs.
276.
Not sure (3)
277.
Oferring the BEST QUALITY of services and products, instead of only quantity of
services.
278.
ONE DAY: most conferences are 3-4 day requires so many overnight forms,
waivers, legalities and paperwork for the teacher. One day is manageable.
INTERACTIVE: most conferences are just Sit there and listen to these speakers
then stand up and cheer. Ours is hands on. PAST IMPACT: many students have
said its the best day of their life or the best events theyve ever been to.
GUARANTEE: we guarantee certain performance and impact levels for up to 90
days. FACILITATOR: I really let them know why its a benefit to them thast I am
facilitating this event.
279.
One stop concept for remodeling kitchen and baths, with guaranteed quality and
timelines in terms of job completions.
280.
One stop shopping, High Quality Interiors, Proven track record with comparable
clients.
281.
One stop training and shopping
282.
One vendor, great service, more time and less costs.
283.
One-on-one coaching designed to hold the client accountable to their results in their
business and develop the human potential within.
284.
Only that we live in the Caribbean and know what we are selling.
285.
ON-STREET LOCATION - no mall traffic to fight (but also no mall customer traffic
for exposure)SELECTION - price/quality selection that competes with both mass
marketers and botique shopsPRICE/PROMOTION always at 'discount prices' frequent Sales, Special Purchases, events like Trade In Sale, One Day Sale,
Parking Lot Sales - yet there is a sizeable portion of market who have never been in
the shop, assuming we'll be "High Priced" because we're a 'Specialty
Shop'EXPERTS IN MARKET - Packing Demos, Packed cases, accessories, Repair
Service
286.
Oooh, why do they choose me, now? I know why I want them to choose me in the
Page 705

future, but Im not sure why they choose me now!
287.
Other Clients being household names (i.e. Shell and Siemens) and ability to work in
different industries.
288.
Others offer their opinions , we empower your to discover the best answer for
yourself.
289.
Our crazy creativity, extremely intimate knowledge of our industry, skilled designers
and fabricators, and ability to get what our clients really want and create it for
them in the time available.
290.
Our ability to efficiently combine data from multiple contact lists within their
company, the promise of removing the pain and labor-intensiveness of managing
the notifications themselves, our personalized service, and our expertise in a variety
of areas, including relocations, graphic email, and printing & mailing.
291.
Our ability to provide paying customers
292.
Our clients are so amazed with the quality of our names, the comprehensiveness of
our lists and the quality of our service, that they quite often forget that nobody beats
our prices, or our guarantee.
293.
Our company helps educate people to become financially independent and offers
them the opportunity to help others become financially independent as well.
294.
Our company is a customer driven software manufacturer that produces software

tools for organizations of all sizes. One of our software products is called Desktop
DNA. Desktop DNA lowers the cost of owning a PC by moving a users data and
settings from their old PC to their new PC automatically.
295.
Our company is the only research firm serving the cable/satellite industry that
guarantees measurable and quantifiable results from our reports (essentially we
protect our clients investment with a full MBG).
296.
Our experience in China, plus the government connection
297.
Our Expertise, Systems and People creating an un-comparable synergy that

consistently exceed service expectations at competitive prices.
298.
Our GREAT customer service, details provided on orders, prices.
299.
Our niche areas ensure quality in their minds along with the high price. Our USP:
Training which makes an immediate impact on your performance.
300.
Our product is perfect. It looks beautiful and it works. We have a No Quibble

Guarantee, which NO ONE has ever utilized.
301.
Our products are formulated to the highest standards by Doctors who use them for
health solutions in their practices. We have very effective products targeted to some
of the major health callenges of the day. We have great testimonies and the Doctor
Calls have been very successful. Our pay plan will stand up with the best in the
Industry and the Company Family Spirit is quite extraordinary.
302.
Our reputation is such that when they want the best
303.
Our software is easily modified to reflect your business processes.
304.
Our USP Well turn your NOTWORK into a NETWORK. We get the job done and
keep it done quickly, professionally, cost effectively and with a focus on minimizing
total cost of ownership.
305.
Our USP is not defined and our product line is as yet top secret. We can only say
that we are unique in the marketplace and we will combine personal health with
proactive eco-care.
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306.
Our USP is that we provide our customers with a well built shelter which will
consistently protect their assets over many years with little or no maintenance.
307.
Our whole approach is so you can afford to practice medicine. Everything we do is

focused on improving the revenue of the client.
308.
Outstanding personalised service that comes with a 12 month money back

guarantee.
309.
Outstanding transmission of knowledge and practice of project management for very

affordable price.
310.
Outstandingly attractive, unique and ergonomic creations
311.
Over 75 years in business so we have a reputation for quality workmanship and fair
dealing. We have built 4+ million square feet for our own use and have trained our
people to treat each of our clients dollars as if they were ours.
312.
Peace of mind delivered through a personal relationship
313.
People choose me because I have been trained by a physical therapist as well as

massage school and have extensive advanced schooling on body treatments. I care
about my clients and have an earnest desire for their good health and well-being.
My training affords me extensive techniques for many health applications. I am
creative in developing new and different body treatments that are not only healthfully
beneficial, but luxuriously pampering. My clients are able to get the best of both
worlds.
314.
People choose my company because of the way I make it easy to do business.

There is no pressure and peolple feel that I am acting in their best interest
315.
People choose us because were cheap and fast well not exactly cheap, but
cheaper than the competition.
316.
People like me and think I do a good job for them.
317.
People recognize I am a real expert and they want the benefits I discuss.
318.
People that care how to take Years of their face and ad Years to their Life, and more
LIFE to the Years.
319.
People who want an exciting way to transport themselves and get exercise at the
same time.
320.
People would simply have a good read.
321.
Percieved value and expertise
322.
Personal assessment and creditbility, guarantee
323.
Personal service
324.
Personal touch. Personality. Knowledge of their business.
325.
Personal touch; Technical ability
326.
Personal touch; Technical ability
327.
Personalized expert service.
328.
Personalized service, WYSIWYG attitude
329.
Personalized service.
330.
Premium information solutions for companies who leave nothing to chance.
331.
price
332.
Price and relationships
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333.
Price, experience and knoledge
334.
Price, Quality, Reliability, Convenience, Scaleability, Security.
335.
price,quality
336.
Pricing, timeliness.
337.
Pricing.
338.
Proactive, experience, growth, forget recession
339.
Probably the no risk feature.
340.
Produces the most success stories than any other coaching service.
341.
Product applications
342.
Product follows industry specs yet give better performance w.r.t. specs grey areas.
343.
product quality and knollage
344.
Products with exclusive brand names, which are not available from mail order
Telephone_
345.
Profession from the top quality. Reliability. Personal attitude. Good reputation.
346.
Professional and expert service that meets client needs
347.
Professional marketing at competitive prices.
348.
Professional, no risk in terms of budget, tangible results measured during the

mission
349.
Professionalism and Performance
350.
Protect assets, reduce hassles, increase profits
351.
Protection of assets, reduction of liabilities, added profits through business

consultation, time savings, affordable access to services that are not in most cases
readily available.
352.
Proven credibility of the product word of mouth marketing90 guarantee the only
product of its kind in the world, bar none.
353.
Proven success/results; guarantees on seminars/training
354.
Provide leadership in the pursuit of innovative solutions that provide the highest
possible flexibility for our clients
355.
Provide multidisciplinary perspectives to the client for business problem solving so

that the CLIENT OWNS AND IMPLEMENTS the solution. (i.e., We ask the "dumb"
questions and clients get the "AHA!")
356.
Providing customers with the accress to an ethnic minnority but affluents market
niche.
357.
Public relations, design & writing that gets results!
358.
Publication quality work product, experience and expertise.
359.
Quality health products that improve their life plus a home based business to give
them multiple streams of income
360.
Quality in both our services and products with most competitive prices.
361.
Quality of service for student resulting in better educational results
362.
Quality Pricing
363.
Quality product, service and result
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364.
Quality service, Trust (as in referrals), Well-known products
365.
quality work, attention to detail; they can see the difference
366.
Quality, fast-loading, optimized for the search engines, websites and hosting.
367.
Qualty
368.
Quick and easy<can be used to market their church Followup phone call, series of
three letters
369.
Quick personal turn-around
370.
Quick, honest and profitable delivery
371.
Rapid quality service, up-to-date information on new products, reminders on

seasonally important or significant products, and we have a no-hassle, stand behind
it policy.
372.
rates and service
373.
Rather than build the brand of AT+T, MCI, or Sprint, we are building the assns
brandbetter pricing and no contracts for the end user
374.
Re/Max being a large company, lower commissions, honesty, being able to

overcome most objections, past success in local area.
375.
Recruiting = our Christian covenant principles. Retail = unique products

&unparalleled customer service.
376.
Reduction of liability increased safety increased productivity decrease in

injuries/accidents peace of mind -
377.
Referrals usually from other professionals or satisfied clients
378.
Relationship
379.
Relationships.
380.
Reliability and price
381.
Reliability, efficiency, and comfort.
382.
Reliability, reputation, brand name, track record, want to have the best.
383.
Reliable service and cost-effective solution
384.
Reminder service is number one. Quality and price are great as well!
385.
Reputation
386.
Reputation, availability of product, price, quality. our usp is different for each
product bubble but on average it is price and availability, service and quality
387.
reputation, referrals, past clients, friends
388.
Respect my background and integrity and feel comfortable with me.
389.
Responsiveness, deal with the owners, easy to work with.
390.
Results. We get results even after people have tried numerous other remedies and
doctors.
391.
Risk free opportunity to grow their business.
392.
Risk Free Service
393.
Risk reversal
394.
Risk reversal - no pay until you succeed
395.
ROI on Investment, Knowledge of Sales from an Business Owners perspective.
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396.
Safer, faster, less expensive, non-invasive
397.
Safety,very caring staff, we try to retain and improve function rather than just
babysit
398.
Same
399.
satisfaction
400.
SAVE MONEY on commissions.
401.
Savings on sales commission expenses; and successfully selling their home quickly.
402.
Self-expression, we provide clothing that portrays a life style and that strays from the
main stream.
403.
sell your home in 120 days puts a guarantee with our promise
404.
Service and communication
405.
Service and price
406.
Service and savings
407.
Service infrastructure, technology leadership, unmatched obsolescence protection,

advanced apps leadership, unsurpassed clinical partnerships,and commitment to
education.
408.
Service with a smile, meeting needs and pricing advantage. This has doubled our
business each of the past 4 years.
409.
ServiceFlexibilityQualityAttention to detailGreat storyUnique heritage
410.
simple, clear performance reporting; lower risk ways to achieve financial goals;
investment programs tailored to their needs and objectives to relieve their pains
411.
simple, effective, immediate results.
412.
Smoke meats on premise
413.
software to monitor and give you up to the min P&L
414.
Solve your legal issues without spending a fortune. Guarenteed!
415.
Solving the challenges of high growth companies. We make execution happen.
416.
Specializing in brief, practical and easy-to-use nutrition information
417.
Specific knowledge, multicultural background
418.
Spend less, keep more.
419.
Still working on my USP
420.
Strategic logistic locations.
421.
Study by case studies, not rote learning
422.
Superior knowledge of staff, superior service, broad range of markets
423.
Superior preparation of concrete and use of superior product 3 years guarantee

against delamination (exterior) 5 years guarantee on interior work covered with
epoxy
424.
Superior quality and low price.
425.
Superior results, better training, better support.
426.
Superior service from an expert source at a fair price.
427.
Talking Ads are a measurable market system that eliminate the guesswork from
marketing their homes. Everything is completely trackable.
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428.
Technical excellence consistently provides a higher value to your operation through

eliminating downtime, safety, and environmental events.
429.
That I listen to my clients wants/needs and ideas instead of just telling them what
they want or should have. I sell and present designs in a very non-threatening
climate.
430.
That we use quality meat and products to produce and excellent hinese meal
431.
The ability to use the same tactics/strategy as the big players do without losing the
farm.
432.
The advantages our USP bring to our customers are: (1) They get stronger homes.
(2) They get homes, which was easier to build. (3) They get homes, which was built
faster. And (4) They get homes, which was cheaper to purchase.
433.
The complete package everything they need - top-quality service and low price.
434.
The concepts we use are 5000 years old.
435.
The freshest product available at any cost.
436.
The friendly co-operation.

The unique pieces that I have to offer.
reputation for delivering very high quality.
437.
The most reliable managed modem service with the largest footprint within the state
of Oregon for the best overall solution for the ISP.
438.
The only reason people have to select our company over any other major player out
there is that we ensure that they get the best vacation possible for where they are in
life.
439.
The results they get are just as good as anywhere else at a lower cost, thus saving
them money.
440.
The simple and fast way to create gourment food that healthy in 15 minutes or less.
441.
The Solutions of Eliminate Pain of Problems
442.
The two biggest USPs we have are powerful industry specific solutions (our software
was designed for this small segment of accounting need, while many of our
competitors have adapted products made for other markets. Secondly, we are large
enough to provide dedicated support people to handle clients problems in a timely
fashion (1 hour compared with most competitors 24 hour (or more) support times)
443.
The Ultimate source of new designs that sell.( this is the most valuable thing I got
out of Jays coaching asscotiates
444.
The USP, risk reversal and the product performance.
445.
The web site offers the "Best of the Best" products that I have personally tested and
or used.
446.
They are guaranteed that their office will be brighter, giving their clients a better
perception of their company and their people will be healthier and happier with their
workplace.
447.
They are taught how to make their website successful and a value to their business
instead of a money pit
448.
They choose me as a last resoprt since all other therapy failed.
449.
They choose my company because of my technical expertise I offer them. They

choose the products I represent because I have convinced them that the price to
value relationship is in their favor!
450.
They choose my company because of the training and follow up service I provide.
My
Page 711

451.
They choose my service because it takes the owner/manage off the hook to
discover a profitable - executable business solution they usually need yesterday.
452.
They get full value for their money
453.
They get knowledgeable designers helping them to design a high quality, high value
memorial.
454.
They get the best of both worlds: Saved from foreclosure and get a second chance
and may be able to get cash from their property that they normally would not be able
to do.
455.
They have a strategy to sell you a house Shouldnt you have a strategic plan to
buy a home
456.
They have peace of mind that they are buying durable furniture that will last and is
going to be easy to use and handle, all of which saves them money
457.
They like having the work done for them as they pursue the joyous ADVENTURE of
home education.
458.
They trust me (brand). We offer limited number of products/services where we are

true experts. We have unique products and services and we treat customers very
well.
459.
They will make back every single cent on my consulting service in the first 12
months or I will provide my service for free until they recoup their investment
460.
This definitely needs some refining .We are trying to increase perceived value to
our customer through the better use of computer technology ie interactive instant
messaging when the customer comes to our website. Emailing of our mortgage
documents for speed and convenience as well as on line status of the mortgage
loan and process.
461.
This Doctor Makes House Calls. We come to you and take it from there. Then we
keep the client informed on the process of what we are doing and any time lines that
need to be met.
462.
This is also not clearly delineated. There are reasons, but not totally verified by the
customers
463.
This would be a very personal product to people, offering a voice somewhere where
they had little before. Very informative.
464.
Thousands of illustrations take away all the frustration of language learning because
English becomes easy to understand 6614 illustrations make classes conducted
95% in English instantly comprehensible so learning English is fast, fun and success
is assured.
465.
Through the network of consultants we can provide an expert to overcome any

conceivable business challenge
466.
Time, low risk. Our USP: In only six-nine months we can double the productivity of
your knowledge workers.
467.
Tischuk risk products are simple, easy to use and understand and can be used by
local people without expensive consultants.
468.
To be in business for themselves but not by themselves. No major investment

involved.
469.
To early to tell.
470.
To empower people wholly
471.
To get answerrs and results that are simply not attainable elsewhere.
Page 712

472.
To safe guard their assets with a warranty
473.
Track record in a variety of industries, locally and globally. Australian programme

designed here, but proven internationally. Results we have testimonials to burn.
474.
Track record is the key to my being selected.
475.
Transactionally, interpret and apply complex healthcare reimbursement regulations

to healthcare providers increasing revenue and reducing risk.
476.
Tremendous help for hardship at an affordable price.
477.
True Ammonia Free Professional Hair Color Tat Lasts Guaranteed
478.
Trust
479.
Trust we do a excellent job of working with clients
480.
Trust.
481.
Try it before you buy it
482.
Turning Lead Into Gold Guaranteed We guarantee a 1:1ROI during the

engagement and a 3:1 or better in a year and place a portion of our fee at risk as
part of the guarantee
483.
ULTIMATE STRATEGIC POSITION (USP) TO END USER CLIENTSThe

OrderMotion integrated and real-time web based operations and marketing system,
along with our team of consultants, provide $1 - $2 million entrepreneurial direct
commerce companies with bottom-line sustainable marketing results -- by solving
the major barriers to implementing marketing growth strategies.This is achieved by
combining consulting, marketing education and vendor setup assistance with a
software solution that systematizes the most power marketing strategies and
automates their required actions down on the operational level.Ultimate Strategic
Position (USP) to Marketing ConsultantsThe OrderMotion integrated and real-time
web based operations and marketing system permanently solves every direct
marketing consultant's two biggest problems and in the process give them a
perpetual lucrative passive service income to die for.As a marketing consultant you
do not get the maximum income you could from your clients, because they don't
follow-through and execute consistently the marketing strategies and programming
you create for them.Furthermore, even if your clients could implement and sustain
your great marketing and sales building strategies, they would be challenged with
the next big obstacle Operationally fulfilling, tracking and accounting for them.You
never get beyond the first stage of recommendations due to almost insurmountable
barriers outside your control. Which besides being boring, totally restricts the
income you can generate from these clients.OrderMotion gives you THE KEY to
turning these challenging clients into lucrative rapid turn-around clients. It
transforms your clients so that they can easily adopt, implement and sustain the
marketing strategies and programming you engineer Adding anywhere from 50 to
5000% more revenues and profits to their business and your practice, year in and
year out Finally, you can generate a lucrative and permanent passive service
income in the range of $100,000 to $150,000 per year, every year and this
reoccurring revenue stream will grow along with your clients growth.
484.
Uncompromising quality at reasonable prices through the benefits of membership.
485.
Under development
486.
Under development what killed the company before was not being able to
guarantee supply. we want to position ourselves as environmentally, being part of
the solution, rather than part of the problem
487.
Understand complex topics more easily.
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488.
Unique art talent of David Knowlton
489.
Unique combination of natural medicine & allopathic medicine.
490.
Unique products direct
491.
unique quality and style
492.
Unique Sales Position: Im a friend, over time Ive developed a HEARTY and LOUD
laugh that I constantly deploy throughout the telemarketing day that lubricates all
conversations, and deflects awkward moments.
493.
Unique, innovative and timely technologies.
494.
uniqueness
495.
Unlimited Consultation at no charge.
496.
Unmatched insight and reliable execution and specialized technical knowledge with
superior people facilitation.
497.
Use expertise working at a Fortune 500 Company and apply it to their small
business.
498.
User friendliness and clarity of product
499.
USP Pay by Results Payment terms. Client pays when coaching makes a
difference to their baseline.
500.
USP Software Solutions: On time, On Budget, Exactly as promised.
501.
Usp plus knowledge, experience, trust, results.
502.
USPs are 1) we target men and boys ONLY, 2) our sports-themed environment, 3)
our Stylists are trained to cut mens hair ONLY, therefore they are more competent
in our chosen area of concentration than the competition, 4) we UNDERSTAND men
and boys since they are our market, therefore we have created an ENVIORNMENT
and operating systems to create an EXPERIENCE vs. just getting a hair cut.
503.
Value (Results) for money (spent)
504.
Value for your dollar and time.
505.
vative products that are supported by a company that places high value on
partnering with its customers.
506.
Very personalized services.wide range of brand of products offering, not limited to

one product such as only coke products
507.
Very skilled, very flexible, high energy, intense focus on results and client needs,
create and produce work that works
508.
Very unique business model as we cater to virtually every home/office/restaurant

who is in need of dressing up their furniture with coordinated accessories to achieve
that perfectly coordinated look which is luxurious to the human eye.
509.
We adaptability to client demands in terms of technology. Cost effectiveness
510.
We allow your financial dreams and wishes to be materialise
511.
We are a Cost-effective solution to an expensive necessity
512.
We are a performance based (and compensated) marketing and procurement

company, offering suppliers of top fruit products expert knowledge of the market
conditions and maximized sales returns whilst minimizing risk exposure.
513.
We are a wellness based practice catering to the health needs of families
514.
We are able to implement solutions that pay for themselves in 12-18 months
Page 714

515.
We are accessable, personal and local. We provide excellent communicational.
516.
We are easy to do business with and we care about them more than anyone else.
517.
We are fun to work with, guarantee our work and are very helpful to our clients.
518.
We are independent and can outperform the large institutions.
519.
We are large enough to be well-resourced, small enough to be personal and to care

for our clients
520.
We are not as hard sell as the dominating school in the area and we are more
about the benefits of fitness than the ability to kick butt.
521.
We are one of the few companies in our industry that Guarantee Results and we
guarantee them longer than we think any sane competitive company would
522.
We are ready to define these
523.
We are the largest, most well read paper in our city.
524.
We are the only accountants in our field who specailise totally in Profit Improvement,
and who guarantee our work. (NB surveys in the UK show that 70% of businesses
wil buy from accountants, but only 15% from consultants)
525.
We are the source for all information.
526.
We base our financial planning work upon Christian, biblical directives.
527.
We believe our customers get a fair and honest deal and service.
528.
We can help produce results within a defined period of time and if we dont hit those
targets we give money back.
529.
We can offer them good prices
530.
we can provide all forms over the internet and get them funded almost immediately
at a fair rate.
531.
We charge nothing for consultations and on-site inspectionsOur competitors

charge from $200 to $500 for the first visit.
532.
We coach to find out what you really need. If we are wrong, all your money back
without question asked.
533.
We create the perfect environment, with the hot tub as the centerpiece, for allowing
people to return to their natural state in water
534.
We deliver because after 20 years in the film industry we know the industry back to
front.
535.
We desire to improve the total quality of life of our patients by using the safest most
effective treatments that are the least traumatic and invasive to the patient. We will
not cause more harm trying to take care of something than what was already the
original problem.
536.
We do everything for a client. Arrange finance, property, do property management

and take care of everything.
537.
We double their sales, in half the time.Thats what I would say. They just say they
wish theyd done it sooner.
538.
We emphasize ministry over profit/business, and we show families how to get

completely out of debt (including paying off their mortgage) in 7 years or less,
usually without increasing their income.
539.
We find the hidden forces that keep you from succeedingand help you change
them.
Page 715

540.
We focus on a long term result not a quick fix.
541.
We focus on building relationships/friendships with clients to stand out as partners

rather than just advisors.
542.
We get the job done for a fixed cost. If we go over budget, we eat the difference.
543.
We get them parts of their already spent money back, we get them free money
544.
We give you the All Star Team in every city!
545.
We guarantee results. Between myself and my Joint venture partner we have over
50 years experience in marketing and sales- very successfull years of experience.
546.
We guarantee what we sell. We guarantee success.
547.
We have a good collection with modern designed products and we deliver as

desired
548.
We have a large fleet, radio controlled and good value for money
549.
We have a wide variety of payment processing products and services for both small
and larger companies
550.
We have an excellent all-round knowledge of the shade industry.
551.
We have frankly had a hard time articulating our USP even though we understand
it.. for example:Springvale Star performers: A proven success system for Garden
Centers providing our very freshest, in bloom product on a weekly basis on a
guaranteed sale basis. Seems kinda clunky doesnt it!
552.
We have the best Service Level
553.
We have the feel and look of a company store
554.
We have the only business management software that runs simultaneously on

Macintosh, Windows, and the Internet.
555.
We have the only statistical software thats customized vertically.
556.
We have the only theft recovery and GPS tracking product in the motorcycle
industry.
557.
We have what they want, we deliver it FAST, we have a satisfaction guarantee on

everything they purchase and we are the best at what we do.
558.
We help businesses get new customers,make more sales to existing customers and
increase profits from every customer.
559.
We help companies deal with the issues they face when attempting to use the USPS
by advising them and going to bat for them when they have issues with the USPS.
We have created a whole line of integrated postal software, hardware, consulting,
training, professional services and supplies that make our clients experience of
using the Postal service better.
560.
We help our clients by providing responsive, practical solutions for their

environmental or safety challenges
561.
We help separate businesses from their competition and eliminate them by

building an evidenced-based argument in favor of the business that leads prospects
and customers to draw the conclusion theyd have to be absolute fools to do
business with anyone else, regardless of price.
562.
We help the client get trouble free, problem solving, and practical, construction
services that will simplify and de-stress your life
563.
We help you unleash the full potential of your business.
Page 716

564.
we keep folks home when they need care. We help the caregiving spouse to
maintain their lifestyle and sanity
565.
We kick your businesses butt into high gear..Guaranteed!!
566.
We know taxes and we guarantee accuracy and were open year around and we
answer tax questions
567.
We know the market best; we know what works and what doesnt;
568.
We LISTEN to the clients needs and concerns.
569.
We Make Life Better by helping people look better, feel better and live better
570.
We make sure the job is done properly and satisfactorily.
571.
We normally show that we really try our best. If an IT solution has problems we
sometimes try to solve them by sending our people to work around the clock.
572.
We offer intuitive, customizable medical software backed by excellent, responsive

support.
573.
We offer quality childacare at affordable prices. You supply the child, we'll supply the
learning and fun!
574.
We offer specialist knowledge and turnkey systems & solutions in Print & Marking
business
575.
We offer the highest quality available and are the only company that will guarantee
delivery before 10am every morning.
576.
We operate a tax control programme and show business owners how to reduce their
tax costs and improve profitability building up wealth outside the company.
577.
We package and present your story creating equity to fulfil your dreams
578.
We produce supplements that are uniquely scientifically designed and work better
than any other product in the world at an excellent price.
579.
We promise a highly successful gardening experience the first time and every time,
in any soil and in any climate, with the least time, cost, and effort per unit of
production.
580.
We provide a value added yet with wholesale pricing.
581.
We provide an environmentally friendly coffin at a very reasonable price and also

guarantee next working day delivery.
582.
We provide out clients with all of the tools they need to make serious money from
the internet. From ad tracking software, to link management, to inventory control,
and newsletter advertising. We also help our clients market their business online
and off using your marketing techniques.
583.
We provide payment processing solutions that are aggressive, creative, and easy to
use.
584.
We provide targeted marketing opportunities aimed at relationship initiation and

development stages of customer management.
585.
We provide the next step people need to take to provide excellence in their service.
586.
We provide top-notch engineering, surveying and drafting services with rapid

turnaround at a fair price.
587.
We provide very good quality products which dont give them headaches in their
business
588.
We represent ourselves as proactive
Page 717

589.
We service the client better than any of our competitors. Our clients tell us this all
the time
590.
We show that we care immensely about our clientsits more than just a sale.
591.
We specialize in creating complex, but elegantly easy to use, website functionality at

prices most everyone can afford. Our American-managed creative team in the
Philippines scripts custom adaptations to open source applications, saving our
clients licensing fees while delivering superior client-specific performance. We also
make it very easy for our clients to change and update their website narrative and
graphics from their own PCs.We guarantee our quality with a 100% money back
performance warranty.
592.
We stay with them we do not leavr them in the wilderness to find ther way home
593.
We strive to provide the BEST and most courteous customer service
594.
We take your manufacturing problems off your hands so you can concentrate on the
things that are important to you.
595.
We treat each client as we would treat ourselves. We put ourselves in their shoes;
then, knowing what we know about water treatment, we do, or recommend, for them
exactly what we would if we lived in their home. (I am quite good at this22 yrs
less than 100 people in the world have my certificationstechnically Im a whizmy
marketing is dreadful!)
596.
We try to establish a long-term relationship with our customers: Instead of offering a

"get-rich-quick-scheme" we try to support them permanently through our website,
chat, phone and e-mail in order to make them successful.
597.
We understand their business
598.
We use a slogan We help grow your beansnot just count them.
599.
We will get their home sold at a fair price in a reasonable time. (Im currently trying
to develop a USP).
600.
We work collaboratively with clients, involving them in the solution process so that
they buy in to the recommended solution. We have a good level of expertise and
conduct ourselves professionally and with integrity, without charging an
unreasonable amount of money.
601.
Were not selling cameras, access systems or other stuff. We provide objective
assessments. We bring in local emergency services knowledge so our
recommendations are specific to each locale (no pressing F7 for a stock, written
report). We understand corporate cultures. No matter how spiffy our security
solutions are, if employees dont have buy-in, managements money and efforts are
squandered.
602.
Were people/relationship focused via technology focused. We put the people first.
Were also focused on how will the solutions we provide increase their productivity,
reduce their stress, and grow their business?
603.
Weve not yet set our USP
604.
Wearable, durable, beautiful jewellery that they are complimented on nearly

everytime they wear it.My flexibility I can meet their special needs with a variety of
findings etcCustom ordersCustomer serviceGift wrapping
605.
Well defined and broad coverage of personal needs as well as business needs.
606.
When You Want It Right! As proven by the longest and best written warranty in the
industry, the most certified technicians, the best kept and most environmentally
sound facility, and the highest rating in the AAA approved system.
Page 718

607.
When youre absolutely serious about maximizing human capital
608.
Where your comfort comes first
609.
Who knows? I have been trying to answer that since I first heard of the concept
years ago.
610.
Wide Choice of highly focused ebooks, interviews and reports to learn how to sell
info-products online all backed up by a 100% satisfaction guarantee (or your money
back, no question asked) with a fast and effective customer care support.
611.
Wide coverage area, online ordering/tracking/fulfillment, full-time customer service

staff
612.
Willingness to work long hours and go the extra mile to meet their objectives
613.
Win/ Win situation
614.
With the training the main USP is location in that we cover 12 venues around the
country (most other trainers provide just 3 or 4)
615.
Work with customers until they are successful or money back
616.
Working on creating a USP
617.
Working on it
618.
World class service and quality. National lifetime warranty.
619.
-years of service, Integrity,-Professionalism/ respect
620.
You ask some great questions. Im working on this one.
621.
You dont have to go to someone else to get cold storage facility or your fish
processed, we have all of these and transportation all under one roof
622.
You not only get a programmer that can create the application needed, but a
business consultant that can provide additional benefits throughout the process
623.
Youre not left alone to implement what we show you. We work with you to
implement strategies and ensure they are working optimally. We become part of
your team working for your sustainable success.
624.
Your revenue growth absolutely guaranteed or its free
Page 719
Question 41. What Sequential Marketing (if Any) Does A

Prospective Client Get When Initial Contact is Made Vs. When
They Buy Your Product/Service?
Question 41. What sequential marketing (if any) does a prospective client get when
initial contact is made vs. when they buy your product/service?
1.
(1) Initial response by phone, letter, followup with 12 touches (2) e-mail
2.
? (10)
3.
1 letter after they leave. Need to make it 3
4.
1, 2, 3.
5.
3 calls 2 letters
6.
7 follow ups on the same channel they responded on
7.
A brochure and follow up call to see if they looked at it and have future projects
planned.
8.
A demonstration, perhapse a strength-test
9.
A follow up call and a personal visit to go over their needs. Now I am starting to
follow up with a letter after the initial visit recapping our meeting and if applicable
making an offer of some additional benefit.
10.
A follow up mailing to thank them and get them train to receive future mail from me.
11.
A follow-up letter with references, and sometimes a site visit.
12.
A host of ancillary services are offered.
13.
A letter, audio tape and newspaper talking about our lead product is mailed to very
focused mailing lists. The audio tape is a Doctor talking about our lead product
probably the most nutrient dense supplement in the world. Those getting the tape
often call the 800 number to order the product or get more information. The
potential buyer can become a preferred client of the company and receive free
shipping
14.
A long drawn out personal evaluation
15.
A nice man meets them inside the store and attempts to sell them on our products
and service.
16.
A personal visit to discuss their needs in depth and, if the project warrants it, a
written proposal including suggestions to improve/enhance the project.
17.
A personal visit to discuss their needs in depth and, if the project warrants it, a
written proposal including suggestions to improve/enhance the project.
18.
A personal phone call once every 60 days.
19.
A preview is normally conducted for the client and his/her customers to get to know
the company and product better
20.
A prospective client gets a presentation about our products and services.
21.
A prospective client is likely to have received at least one and more likely several
issues of my weekly Must-Know InfoTM Bulletin. Sometimes I will print out and
send the Bulletin to a new prospect in the mail, particulary if I dont yet have the
persons email address. After they buy my product or service, they continue to
receive the Bulletin. Some are also given an exclusive password to the articles in
the Must-Know InfoTM section of my Web site, where copyrighted articles written
by me are contained. As of yet, I do not send out a separate bulletin for already
existing clients. The weekly Must-Know InfoTM Bulletin, I believe, serves to
reinforce the benefits of dealing with me and reassures clients that I am in action
Page 720

each week.
22.
A prospective client who does not purchase on the first call will receive follow up
marketing over a three month period via mail and telephone
23.
a second in person call with a proposed investment strategy with perhaps details of
the investments
24.
A Sequence of three letters
25.
A series of educational material in the form of a free ecourse, followed by a set of

marketing messages that review various products and services of interest to such an
audience, all delivered automatically using technology
26.
A series of educational material in the form of a free ecourse, followed by a set of

marketing messages that review various products and services of interest to such an
audience, all delivered automatically using technology
27.
A thank you note.
28.
A) To sell companies, a1: I get all the data from the yellow book and a call with a
clerk. a2) I call the CEO with a short explanation and tell him that a written letter is
on its way. a3) About a week and a half later, I call again to get a date, a4) Ill be
there to answer questions and to present 10 closing options. B) To sell it ti people, I
get dates from calls I make out of the phone book, go there and try to close on the
first date, after all, if they do give a date, they already have a pretty good idea about
my product and already have some sort of interest.
29.
Actually not much as my product is something which can be acquired in Super

Markets for special occasions.
30.
Ad/fax/mailing/or networking contact to audio book /newsletter to seminar to flash

consulting to extended workshop or consultation
31.
Advertising email and phone followup Circulation email and mail followup
32.
After a prospect comes to our workshop, they are invited to take advantage of a free
consultation. If they choose to take advantage of one, my assistant will than
schedule that with them. Obviously, at the meeting well be discussing how theyll
benefit from working with us. After the meeting, we send an email summarizing the
topics discussed at their meeting. Well than send another follow up email 3-5 days
later asking them if they had any thought or questions. Well later follow up with that
later and let them know weve chosen only to take on a certain number of clients this
year. Ther eare now only (?) spaces left..
33.
After client has purchased our product, follow-up is done to see if they are having
any problems with our product and at the same time they are asked for referrals.
34.
After Initial Contact: Telephone follow-ups, sample mailings of similar projects;

emails of testimonials. After purchase: Produciton scheduling information, sample
mailings.
35.
After purchase they get catalogs and sales material. Phone calls to see if they are
happy with purchase.
36.
All marketing is sequential!.
37.
Almost none
38.
An engagement letter and follow-up calls/emails.
39.
An offer to come in and tour. A thank you card for inquiring. We offer childcare until
10:30 pm one friday a month, and even if we don't have room for a child on full or
part time basis, we offer to let the children come that night if we are not full with our
Page 721

enrolled children.
40.
an response within 24 hours and a followup response
41.
Are you talking about follow-up marketing? If so, I havent employed that yet.
42.
As appropriate
43.
as both are extremely important to us, they both get the same amount of attention,
unless a special situation would require otherwise
44.
As in Q 38
45.
As many follow-up emails as it takes to get them to a seminar. We also direct them
to the premier industry magazine, where we write a regular column.
46.
Aside from more personal attention by sales/operations once a customer: None
47.
At the moment, I have only two steps in place:After initial contact, I put them in my
new-prospect database, and then send a hand-written note on a postcard with one
of my art images on it. In the note, I remind them of our conversation and ask them
to visit my website, or to mention my work to their friends.I *plan* to send thinking of
you cards and/or educational newsletters once every 2-3 months.
48.
At the retailer level:Initial teaser postcardPhone call to make apptDVD

presentationFollow-up fax on day of presentationIf not closed follow-up call within
next 3 daysClose sale or diarise follow-up within 90 days
49.
At this moment we do not have a follow up strategy.
50.
Auto responders
51.
autoresponder
52.
Autoresponder in both cases
53.
Autoresponders for internet recruiting.
54.
Autoresponders through email
55.
Bi weekly marketing tip by e-mail, thank you notes, free books
56.
Bounce back coupons
57.
BUY: I thank them, I teach them about what they bought, I give them gift when the
guarantee ends and they are still with me, and I sell other productsORDER: I send
them as many letters with different approaches as it is needed to sell
58.
Call backs
59.
Call, email, call.
60.
Call, e-mail, literature, follow-up thanking for the inquiry
61.
Call, info email, references presented, proposal,
62.
calls to make the sale and follow ups to check on them and referrals
63.
Catalog and opportunity flyers
64.
CatalogInformation on products Touchstone pieceInformation of assessing

productsInformation of benefits of specific productsPreferred customer sales
piecesE-mail/direct mail on health alerts.Newsletter
65.
Catalogue -.> Regular Sales Fliers -> Weekly Fax List -> Telephone followup ->
Order processing -> Telephone contact -> Delivery -> Telephone follow up, etc.
66.
Confirmation letters newsletters invites to events
Page 722

67.
Constant follow up without pressure to address any concerns they may have. Being
in a unique market and due to our great merchandise product mix the products sell
themselves. We will also work one on one with our talented designers to craft out
and model an individual scheme for homes and offices.
68.
Consulting so it would be on-going. A plateau would be established and the next

mountain shown.
69.
Contact, follow-up letter, e-mail, phone calls.
70.
Contact, showing property, analysis, structure offer, negotiate deal, follow-up details,
closing, post-closing contact
71.
Continuous contact for 2 years, some way mostly direct email once per week
72.
Customers get follow-up contacts that are different from prospects.
73.
Depending on what they get follow on hardware (like a UPS, supplies, networking
services, cabling, etc.), professional services which can lead to more jobs or
additional software add-ons, maintenance and support contracts
74.
Depends on internet, theyll get 5-6 emails over several weeks. If by phone call,
theyll get a follow-up email and phone call (possibly several)
75.
Depends on how they come to me and where they are in the moving cycle.
76.
Diagnosis, recommendation, implementation
77.
Direct mail letter
78.
Direct mail, sometimes email to build relationship with special intro offers
79.
Direct mailTelephone consultEmail follow-up
80.
Direct response campaign will initially be made up of 3 letters, with additional teaser
postcards inviting them to go to the website.
81.
Doesnt happen
82.
Dont know
83.
Dont know what you mean. Given information, Details are taken, Pitch made,
reminded before occasions, holidays, birthdays.
84.
Dont understand
85.
dont understand
86.
Don't understand what this means.
87.
Each new client is sent letter saying who they were refered by, we also send thhe
referrer a letter thanking them for the referral and letting how they doing in our
referral program. They are sent another letter (Hot 1) a phone meeting is set up to
determine their wants and neds, fact finding, appointment set up Next letter is sent
Hot 2 , email then sent newsletter. All this is done automatically. When we first meet
they arre giving a copy of Rich Dad Poor DaD, to get them thinking about passive
income. They are sent a follow up letter summarizing what we dicussed. & what
wthey require to get their loan. Then we process the loan, with continueous follow up
letters & email and Phone calls , locking them and strenghthening our case for them
to give us referrals. So we start the process again
88.
Email follow up. Could be much stronger with this plus they continue to receive the
general promo faxes until they enroll or say Stop calling us
89.
Email following up.
Page 723

90.
Email or fax followed by phone calls.
91.
e-mail then phone call then sometimes a mailing.
92.
Email, telemarketing, event, Data gathering meeting Demo Proposal
93.
EmailPhone callMeeting Run through the figures
94.
Emails mostly, but we step them through the hoops till they become
members.Always the focus is on getting to purchase more, as that increases loyalty.
95.
Every month trivita mails something, either a catalog or our 24 page journal (every
other month) ...so they follow up with all my buying customers, at no expense to me,
every month...they do not mail every month to my customers who don't buy
96.
Ezine sent every two weeks.
97.
Ezine, DM
98.
Faye calls them and talks to them. That is all the followup we have.
99.
Fillow up correspondence and communications
100.
First contact to qualify opportunity, demo software over the internet, give references,
quote and close
101.
FIRST PROMOTION, AFTERWARDS GOOD DELIVERIES
102.
First they get something from me at least 2 times in the first month. From that point
forward at least once per month. After they become a customer, theyll receive
something at least once per month.
103.
Flyers about new books.
104.
FOLLOW UP
105.
Follow up and thank you letters.
106.
Follow up calls and letters reminding them of products/services offered for initial
contacts as opposed to very little promotional material once they are a client. After
they are a client the only correspondence is usually business related or client
queries.
107.
Follow up calls to ensure satisfaction and correct usage
108.
Follow up calls.
109.
Follow up calls.
110.
Follow up email and phone call. We provide free coaching to our customer after
buying from us.
111.
Follow up email campaigns, upsell campaigns, sale campaigns.
112.
Follow up email sometimes with an article attached.Clients receive ongoing emails

and useful articles
113.
Follow up email, phone call to thank them for being a member
114.
Follow up on info-seminar dates/Sending out a newsletter on software-updates.
115.
Follow up phone call after sending out literature.
116.
Follow up phone call or email
117.
Follow up phone call periodically. Sometimes a lunch.
118.
follow up phone calls
119.
Follow up phone calls all the time
Page 724

120.
follow up phone calls and email
121.
Follow up phone calls, emails, letters with appropriate information, questions, new
service offerings.
122.
Follow up phone calls.
123.
Follow up sales letters, follow up emails, selling our material.
124.
Follow up via news letter. Letter to parent Letter to student
125.
Follow up visits, newsletters, added services to generate more revenue.
126.
Follow-throughs on contacts and delivery all the way
127.
Follow-up by letters and future, weekly email newsletters
128.
Followup in the form of 3 ways calls, video & audio tapes
129.
Followup personal note need to have more contact
130.
Follow-up phone calls, visits - if welcome, offer of free evaluations.
131.
Follow-up to meeting letterthank you letter6 month review.annual

review..Birthday call and letter.
132.
Follow-ups via phone / e-mail / personal visits until the production goes/does not go,
periodic feedback on additional required features all delievered after deep
consultation with core clients.
133.
For each prospective client there is an initial meeting, which covers what we can do,
what they need, setting expectations, some qualification and a where to from here.
After this session, if we decide we want to work with them, we send a mutual
commitments letter, followed by a fee proposal for work done. Once weve secured
the first engagement, we are always looking to provide additional services, and we
proactively review their situation internally to see if there are opportunities to add
value to them, e.g. saving tax, growing their business, etc.
134.
Free report, followed by letter and phone follow-ups offering more advice.
135.
Free trial offers and free booklets follow up postacrds
136.
Frequent followup and service
137.
Get to know the person and their business intently.
138.
Handouts , flyers
139.
Haphazard at present, no sequence but this is been worked on.
140.
Have you been here before? No, show them around the lavish setting and explain
the other products and services available to them.Yes. Ask what have they
experienced here? Who with and compliment that person.Ask what they are
looking for today and offer any explanations to their questions and ask if they will set
an appointment.
141.
Hopefully no more than two or three
142.
Huh?
143.
I always seek to have them schedule an appointment. I contact them regularly until
they schedule. I educate them each time I call them back. I follow up with a
newsletter. Once they come, I offer them a discount packages based on their needs,
time, and financial circumstances. I continue to offer specials to them as regular
clients. I give them bonuses for referrals (see Question 38). I follow up if they miss
their appointment. I always get them to reschedule their next appointment before
Page 725

they leave, or ask them when they would like me to check back with them, so I can
call them to reschedule.
144.
I am not clear on what exactly youre asking.
145.
I am not familiar with the phrase sequential marketing.
146.
I am sorry but the concept is new to us.
147.
I am working with so few new contacts, that I can give very personalized follow up
based on the situation.
148.
I dont do any
149.
I dont have a sequential marketing campaign yet, but I am planning on developing

one.
150.
I dont know
151.
I dont know what sequential marketing means.
152.
I dont think we have much.
153.
I dont understand the question.
154.
I don't know what sequential marketing is.
155.
I follow up with a thank you card and a e-mail with a training piece that I invite them
to use any way that they choose. And a reminder piece of the 20 plus programs that
I offer and an offer for a free consultation.
156.
I have multiple free email courses that visitors can subscribe to, and when they
request them they start both an autoresponder course and a subscription to my
newsletter. Customers who have bought from my website are automatically
subscribed to an autoresponder sequence to access other programs that mean
monthly residual income for me and/or to become affiliates of my website.
157.
I havent gotten here yet.
158.
I meet with him and try to get him as a client.
159.
I send them more offers for services
160.
I stay in frequent contact with them until a decision is made. I have them contact
previous clients and allied professionals and visit past projects.
161.
I tell the client the steps needed to be successful online, and what they will need to
do to become successful.
162.
I think I answered this above in # 23.
163.
I typically follow up with a phone call, a short in person meeting to provide

information, a follow up meeting to provide additional information followed by a
meeting to recover tools left with the prospect and determine their level of interest.
164.
I usually know if I have worked with the client before, if not, I begin by asking were
they referred or how did they hear about me. Then I speak about the services I
provide, my credentials in my business and who would be a prospective client. (I
do not take on all projects in my field). It is usually at this time that I let the client
decide on their own if we are a good match.
165.
I would say an e book.
166.
Im not sure what this question means
167.
Ive been able to close deals without a long sales cycle.
168.
If they are looking to sell, the sequential marketing is telephone followup at intervals
Page 726

suggested by the seller. If a buyer, weekly or bi-weekly mailings and monthly
telephone followup until they become an active buyer client with specific purchase
needs and a signed buyers agreement. After the successful closing, subsequent
contacts are infrequent, but the purpose is for referrals.
169.
If they call, I try to get more information about them so that I can best determine
what they might need and also demonstrate that I know the prospects field. If I am
unable to book an appointment (rare), I then get contact information from the
prospect and send them my brochure, biz card, article, and a personal note.
170.
If they choose to sign up for the newsletter, they get the newsletter via email.
171.
if, opted in regular updates (e-mail) on product sort of product news
172.
In progress
173.
In progress.
174.
Info sent, follow up call leading to quotation, mail/fax quotation, follow up quotation,
follow up further if possible/necessary, add to database mailing list
175.
Information
176.
Initial Contact Direct mailer, Sales call, web demo, fax, mail marketing material,
follow up call, close, or continue to follow up until sale is closed.Buy Product ship
product out with Dealer Welcome kit, includes marketing and POS collateral. Follow
up calls for service, and sales training for the dealership.
177.
Initial contact they receive promotional material, follow up calls, proposal if

desiredPurchasers receive followup call and rebooking call 3-6 months later
178.
Initial contact and overview of services, answers to Request for Proposal, vault tour,
sign up, ongoing training of deposit prep staff.
179.
Initial Contact is made to assess customer's needsSecond contact to recommend

solution alternativesThird contact to offer proposed solution options with pricing4th
contact to support and clarify the proposal and atttempt a trial close.5th contact to
support and clarify the proposal and attempt to close the order.If successful in
obtaining order, ask for installation and startup service order.6th contact to follow up
and report on order status with factory.
180.
Initial contact is usually seminar email, then seminar fax, then telephone invitation,
seminar, then call, letter, call, etc.
181.
Initial contact may be either product or business oriented. It is a product driven

business so either approach leads toward products.
182.
Initial contact.Stage two generally is some type of analysis with a projected

outcomewell quantified.
183.
Initial Contact: Direct Mail, 800# message, email follow-up, Phone

call____Purchase: Thank you card, Follow-up activation visit, 2nd follow-up visit,
follow-up mailing, newletter
184.
Initial contact: postcards a letter or a follow up call 2 days after.When they buy: A
thank you card, a gift, or a members package.
185.
Initial referral from referrer, Contact made with Client, Appointment made with client,
Application processed and client kept informed throughout process. If it does not go
through, followup with client to make it happen in the next 3-6 months. Referrer kept
informed same as client. Followup newsletters with referrers in between to stay in
front of them. Phone calls made to referral agents if any other business can be
referred back to them.
Page 727

186.
Initial telephone discussion, personal meeting, proposal, acceptance meeting, job

arrangement letter.
187.
Initial visit, follow up letter, follow up fax, email, personal call (not quite the 7 step
process but almost)
188.
Initially, getting to know each other. When buy, we make more detailed proposals of
extra work and its benefits
189.
Interview meetingRealistic expectations and analysis or current situation , general

alternativesSpecific recommendationsReview & plan of action stepsOngoing
monitoring and meetings
190.
Introduction to services/expertiseFollow up contactNewsletter of useful/relevant

infoNo difference between the two except for the degree of formality/ perhaps
number of phonecalls.
191.
Its pretty haphazard. But if a prospect calls or e-mails us with questions or an

expression of interest, I follow up by e-mail and/or phone, and it has converted to a
sale in most cases. After they buy, they get a follow-up call to ask if they were happy
with the material, and what insights they got from it. Also, Ive asked for testimonials
from many satisfied clients, but nothing came of it.
192.
It's all handeled the same actually. Different roads to the same address. If an initial
contact is made for the newsletter they will receive the newsletter on a weekly basis
with usually one special enticement per month. If interest is shown in the Internet
mentoring course (but not purchased yet) a series of autoresponder messages are
sent in a carefully timed way. If a product is purchased there will be a series of follow
ups until the customer says, "Stop!". We hope to provide enough valuable
information in each of our autoresponder follow-ups to keep them interested and
coming back for more.
193.
Just about the same.
194.
Just phone in query and get their orders and deliver if available
195.
Keeping them informed of the promotions, next trainings, seminars and the quality of
products we are offering them.
196.
Letter follow-up followed by telephone and face-to-face discussions.
197.
letter, phone
198.
Little to none.
199.
Lots of phone and in-person contact during sale and some phone contact and a
quarterly newsletter after the sale.
200.
mail, calls, visits
201.
Mailings and phone calls
202.
Marketing a series of communications designed to make the prospect aware of the

gap between where he is and where he could/should be. Leads to:Sales
assessment, consultation. Successful consultation leads tocontract to provide
employee benefits.
203.
Minimal sequential marketing to-date, non-systematized. Typically, a prospective

client receives a phone call and printed information w/ cover letter or electronic info
w/email. When they buy, they have not systematically received sequential
marketing.
204.
More info. / More companion products.
Page 728

205.
more when they purchase - newsletters, special mailings, birthday cards
206.
Most new patients come to us with their first visit being a purchase. When we meet
them at a screening and they dont schedule to come in, we place them on a
promotional list where they are sent newletters and other information and offers to
generate an action step.
207.
Mostly email if its captured.
208.
Multiple channels = layered impressions. Plus, we locate in high traffic areas where
our stores are visible.hear about us on the radio, see a coupon or ad in a
newspaper, see the store.come in and try us.
209.
My direct customers get training to show features and benefits and promotions for
their sales efforts on that particular manufacturer
210.
My office managerwill make initial contact and follow up letter, information booklet
and intial contact at their 1st appt.
211.
N/A (15)
212.
Nada!
213.
Newsletters and postcards
214.
Nil (5)
215.
No
216.
No systematic sequential marketing beyond direct mail approaches. . .some follow

up phone calls and/or meetings
217.
No difference
218.
no difference between sequential marketing and buyers
219.
No sequential marketing
220.
None (122)
221.
None at the moment but I am planning on sending multiple follow emails automation
both before and after the sale. I also plan capturing telephone numbers and
following up via telephone before the sale.
222.
None at this point since the dollars currently do not allow for this.
223.
None currently, but am developing them
224.
None established at this time.
225.
None for prospects.
226.
None or possibly followup calls from sales reps.
227.
none other than scheduling my initial session.
228.
None really, we send the info they request(count requests)
229.
None right now but something we will be working on in the not so distant future.
230.
None unless there is a fit to offer more/different services. In the latter case we
discuss what else we can do for them.
231.
None unless they buy ( make appointment for office visit
232.
None vs. thank you letter.
233.
None, usually our initial sale includes our complete software package. Unfortunately
for those who do not buy everything initially, we dont usually attempt to sell upsell
Page 729

the rest of our software any time later.
234.
None. I have never figured out to economically generate leads to follow up with. so
we concentrate on our referrals from existing clients who, when they call, are
already sold.
235.
None. Mainly face-to-face as I am in his or her office most of the time
236.
None. When he signs on, he gets unlimited phone calls to me for support & advice. I
talk to him while Im sitting elsewhere doing something else concurrently.
237.
Normally an e-mail offering solutions, which other clients have taken.
238.
Not a great deal as we are primarily sales driven rather than marketing driven
239.
Not much left to the individual sales person
240.
Not much right now. (2)
241.
Not much up to now but soon will get up to 8 different offers within 12 months.
Really whatever it takes to get them to respond.
242.
Not sure (3)
243.
Nothing programmed
244.
Nothing's set up yet.
245.
Obtain referral Send out a letter of introduction Call up in 4 days to ask for an
appointment If given appointment, meet to give introductory core story orientation
Set up appointment for Needs Analysis Conduct needs Analysis Prepare proposal
Present proposal focusing If someone does not get through the whole process the
are put into database for follow up through email and direct mail system.
246.
Offer of a second machine if location suited for. offer of a snack machine if they
dont have one.
247.
Offer to include in mailing list for receipt of notes/articles that are aimed at providing
value to the prospect and building relationship Regular notes of Informal messages
that include relevant useful information pertaining to the prospects situation.
248.
Offered a free seat in a costly up coming seminar.
249.
On initial contact we promptly send literature/details, if/when they buy they are put
on our mailing list for all subsequent direct mail.
250.
Once a prospect gets in my pipeline they receive my newsletter and occasional

offers and gifts.
251.
Once we have details of a prospective client we will continue to mail to them unless
they ask us not to. We also to introductory offers. For example, last course we sold
for 67 for the half day, but by segmenting the database we offered it to those who
had never bought any thing from us for just 25.
252.
One Newsletter/Report Im working on a sequence. What is the optimal number?

What is better: A sequence of Newsletters with each with A Call To Action. Or a
sequence of reports with ACTA parallel to a more factual Newsletter?
253.
One-on-one consultation
254.
Online newsletter.
255.
Only follow up e-mail to see if we can assist with their reservations.
256.
only Project Manager trying to see if there is followon work.
257.
Opportunities to buy additional products
Page 730

258.
Our brochure and a builders guide I made for owners.
259.
Our business is very much a long-term, lifetime selling and support business, that
doesnt quit when we sign a contract nor sell a product. Thus, all of our marketing
activities continue throughout the life of our relationship with all of our customers.
260.
Persistent phone calls if they are a warm lead. If theyre already a customer, theyll
get regular communication a few times a year (the exhibit world has a long sales
cycle)..
261.
Personal contact and follow up with a reminder to use the products and reorder
262.
Personnal attention to their problems
263.
Phone call after one week and then e-mail every two weeks thereafter
264.
Phone call meeting from me -Reference phone call or letter (from a referrer
expressing their benefits received not benefits the prospect might get)- a face to
face call from me.Or a blind research assessment expressing benefits I have
discovered for them. I then repeat the process above
265.
Phone call or direct mail, follow by a second phone call and finally an e-mail to serve
as a post-closing.
266.
Phone call, can view website, brochure, proposal, followup calls, letters, emails.
267.
Phone call, letter, follow-up, pre-meeting, confirmation, and a face-to-face prior to

event
268.
Phone call, referral, mail, phone follow up, educational piece of mail, referral,
269.
Phone calls
270.
Phone follow up.
271.
Phone, gift certificates quality assurance
272.
Planned, integrated,ongoing
273.
Plenty of follow up - thank yous, additional value adding info
274.
Positioning of the product in relation to how they feel
275.
Postcard invitations mailed prior to each event inviting them to attend followed by
special promotion pieces (either sale flyer announcement or new print
announcement flyer.
276.
Pre-sales None systematically, but sporadicallyPost-sales Occasionally up sell

after a period of time
277.
Presently none
278.
Preview seminar. B. Continual sales process after becoming a member.
279.
Product demonstrations
280.
Product samples with technical data vs certificate of analysis with product ordered.
281.
Prospective clients get a marketing letter followed up by a phone call. Existing

clients get follow-up phone calls.
282.
Prospects are put on a mail campaign by the company and sales people are
encouraged to supplement that by phone or visit. After closing, we maintain every
six week contact for five years via newsletter/postcard, etc.
283.
Prospects are subject to follow up letters and phone calls, supplemented by an

unsolicited proposal focused on potential benefits and their competition
Page 731

284.
Prospects get a 5 step marketing process applied to them. Existing customers

receive Specials to try additional services
285.
Prospects get a series of emails, and their questions get answered quickly.
Customers get periodic updates about upcoming auctions and changes to
state/county rules.
286.
Purely phone based follow up at varying intervals according to when they are likely
to sell their property.
287.
Quick and close, personal follow-up until the deal is closed.
288.
Rarely anything
289.
Read an article, receive info product, receive/read e-zine, sales discussion
290.
Really just one contact and one or two follow up calls.
291.
Receive targeted messages and personal calls. Also maintain contact with relevant
information.
292.
Referral call, follow up e-mail, phone call and a visit
293.
Regular communication
294.
Regular contact follow up and advice
295.
regular e-newsletter, regular info material, regular phone calls all containing highly
targeted (hence highly relevant) info on clients needs, which hopefully one day
leads to a project being awarded to us
296.
Regular visits from our Salesmen daily calls from telesales teams and monthly
circulars.
297.
Regular weekly follow up with alternating phone calls and letters until contract is
either awarded or lost.
298.
Renewal of the warranty on a yearly basis
299.
Reward card for my retail customers Free jewelry for my wholesale customers
Perceived generous hostess gift for jewelry parties
300.
Right now, minimal (franchisors magazine).
301.
Sadly, minimal
302.
Sadly, they didnt get any.
303.
Sales funnel previously described?
304.
Sales package, Christmas card & 1 or 2 newsletters
305.
Salespeople always make physical contact, we then send in a site technician to

assess needs and then generate quote and then we follow up with a sales call.
306.
Sequential contact when the client subscribe to receive my Newsletter. A new

product that includes an eCourse via Autoresponder came into operation very
recently.
307.
Sequential marketing is (a) initial personal contact through a meeting, (b) follow-up
meetings as needed and (c) written proposal as needed in the circumstance.
308.
Sequential marketing: Letter, scripted call, letter, online product demo, scripted call,
letter these sign up the consultant.Sequential marketing to end-user: Powerpoint
presentation, online product demo, letter, email, scripted call, etc.
309.
Series of automated auto responders
Page 732

310.
Series of tactics described in #2
311.
Show them benefits and then get into features as we near sale.
312.
Shown a customer presentation on the concepts.
313.
Sign up for newsletter, direction to website, periodic direct mailings.
314.
Situational.
315.
Standard follow up via phone, mail, or email every two weeks.
316.
Start up still
317.
Start with network setup contract, then move to month to month maintenance
contracts, and hardware sales.
318.
Strong personal follow up, letters packed with relevant information and success
stories
319.
Supplier/grower sequential marketing approach can comprise of grower

information meetings, exporter meetings, individual marketing proposals, referral or
peer type interaction, telephone and email communications.
320.
Telephone consultaction introduction letter and information package subsequent

follow upcall
321.
Telephone contact initially then conversations or letters.
322.
Telephone, mailings
323.
Thank you letter and then weekly phone calls with updates.
324.
THANK YOU NOTES - great idea, but sporadic implementation
325.
Thank you notes with invoice.
326.
Thank you notes, cross-sell opportunities for banking products. Yearly review of
their financing picture.
327.
Thank Yous, follow up email postcards
328.
The get our prospectus that contains 10 business idea's.
329.
There are three add on training courses we offer, and a couple of additional
products. Each has its own process.
330.
There is no difference between the two. Contact, demonstrate, proposal, sale or no

sale, and then repeat.
331.
There is no formalized marketing done at initial contact other than an offer is made
to join my mailing list. After the sale, a thank you letter is generated along with a
follow up are you satisfied letter (asking for referrals) and those names are added
to my list.
332.
There is no special system in place.
333.
There isnt really any sort of sequential marketing performed when a customer calls
as they have a need for a specific number of a specific item and they are only going
to buy those items. Sometimes we are able to up-sell certain additional features on
the shelters but we are somewhat limited in what we can do.
334.
They are given a chance to answer the question, sign up to receive free, limited
newsletter, then subscribe to get full benefits.
335.
They are introduced by another member and fed information on a consistent basis.
336.
They are offered the opportunity to learn more about the business by attending a
Page 733

Business Overview Presentation and then attend Saturday morning training
sessions if they desire to get involved.
337.
They can choose from a host of internet capabilities from domaine name
registration, website, securenet, e commerce etc to more personal one on one
coaching or retreats to connect with their more authentic genu;ine self.
338.
They generally contact us or we are referred to them. Contact is made and follow up
performed, although we are not fully actualized with our data base and long term
follow up.
339.
They get a free report and maybe a follow up phone call.
340.
They get about 8-12 reports/contacts/value adding something??? To diferentiate

ourselves from the pack and add value.
341.
They get extra surprise bonuses after theyve bought (eg: a members web site etc).
Plus I introduce them to new amazing markets (JV).
342.
They receive a quote from us, usually with a photo attached, and we follow up after
the quote to see if they were happy with what we sent and whether theyre in a
position to proceed to place an order. Thats about it.
343.
They receive information about myself and the gallery. Brochure, business card
along with a hand out entitled, "10 things to know before framing your picture."
344.
They will be invited to request a low-cost sample(s) of a sauce or marinade. The

quality of this sample will encourage an appetite for additional products when these
become available.
345.
This is not in place.
346.
This is too varied to really describe
347.
Three e-mails in the first week to help them consume my system and then 1 email
per week.
348.
Thru different mktg means for them to notice us. They actually buy when they see
the products
349.
Twice a year mailings
350.
Unfortunatelly none, lack of time so far.
351.
Up to now, none.
352.
Up to now, nothing
353.
Updates of talks, newsletters
354.
usually a letter, then phone call, then a meeting.
355.
Usually contacted by email then phone then a visit followed by a proposal for some
specific element of work.
356.
Usually I set up a one-on-one, followed by a letter agreement, and/or contract

meeting.
357.
Usually, they fill out a form on my site, then I email or phone and answer their
questions or concerns. I like it when they invite me to call because I am quite
knowledgeable, and have had about 3 years telemarketing experience.
358.
Value prop. Business case. Show me you data: give us a dump of your database,
and well make it explorable in less than five workdays. Free of charge. Youll
receive an exploration space on YOUR data, a domain model and a business
proposition for yourenterprise. Free of charge. No obligation. Then use our products
Page 734

for free in a pilot. Well help you implement the pilot. Free of charge. Then youdecide
its value and pay us accordingly.
359.
various
360.
Very little
361.
Very little sequential marketing done. Our resellers call to follow-up and receive
emails to follow-up. After a few attempts with no response, the leads are basically
dead.
362.
Virtually none.
363.
We are always willing to send out any info the client asks for. If they are a funeral
director we also offer to send them a free sample or two for their showroom. We will
then give them a courtesy call three months later to see what the response has been
and check that they wish to retain the sample(s). If they are a private buyer we will
send all info requested, but always tell them that we will not contact them again. The
choice of coffin must be theirs alone.
364.
We are beginning to sell a discount coupons program to local merchants to add

value to our Guests
365.
We are developing a 12 step follow-up for every contact we make. It will be by a

variety of methods; i.e. a combination of telephone (scripted), email (when
available), and personal mail.
366.
We are developing this system and plans are to: start with the needs questionnaire,
visit for actual measuring of the space for kitchen, etc., then proposal, if necessary
update of a proposal, if no order a production capacity restraint information
letter/phone call, then information about possibility to accept new orders. if order
received regular information about the production process, installation and monthly
follow up for three months, then contact once every 6 months.
367.
We are planning on constant contact with educational pieces as a nurture process

until the prospect is ready to buy.
368.
We are trying to develop something for follow-up services, but were just starting.
369.
We commence by asking lots of questions, to identify exactly what functions are

needed or at least what the client perceives as needed. After coming to an
understanding of their companys products and services, their marketplace and
competitors, we then have our oppoutunity to fashion a recommendation to suit what
appears to be their real needs. Often this is presented in phases, so the initial cost
is reduced. So long as that initial phase works as promised and expected, we own
the following phases of additional functionality.
370.
We currently subcontract, followed up with them to see if they have additional work
that needs to be done
371.
We do follow up call, emails and another follow call by telephone as well as in

person
372.
We dont do a very good job in this regard. Sales staff does follow up, but not in a
structured manner.
373.
We follow a process of sequential communication when interest is shown in our

service following recipt of a brochure by our customers.
374.
We follow up with a phone call and try to bring them through the realizations that I
have spoke about. Does this answer your question?
375.
We have a system that offers our dealers with a prospect sheet to do proper follow-
Page 735

up. Customer could try our product 30 days risk free. We also offer a video to
prospect to view in their home. They must return the video we take their name
and address. We also have a referral program.
376.
We have external marketing at this time
377.
We have not yet implemented a follow-up strategy for our customers.
378.
We have sadly lacked in this area, up until now. We have only taken care of people
once they have become customers, and left them to wither if they didnt move
forward at the time. This will change too many missed opportunities and gaps
where we are not offering them something else.
379.
We have systems in place to follow up on both enquirers and purchasers. For

example, enquirers are followed up after a couple of weeks with a check up to see if
they received the info, they are then put on a monthly contact system whereby they
are given more info about Emotional literacy and its applications in their area. They
are invited to join the ezine. They have one phone call for every six or seven other
contacts.
380.
We keep in touch with them on the developments of our software.
381.
We keep them in database, contact them regularly, sometimes send them some
gifts free invitations, newsletter, etc.
382.
We let them know of our rates for trucking, let them know that we have a cold
storage facility and a fish processing plant
383.
We look at the realtor as the client for marketing purposes, so it is an ongoing

process of communication to make sure each buyers loan goes smoothly and they
are happy at the close
384.
We maintain contact with our clients via phone calls, further meetings and email.
385.
We offer follow up with staff to teach how to manage the network.
386.
We offer nothing sequential that is formal but have evolved into a patern by osmosis,
over time
387.
We provide them with an outline of the follow-up actions after questioning them on
their objectives of the required assistance they need.
388.
We sell master class (advanced seminar), then home study course, then other
peoples seminars or services
389.
We send them a personal letter from and a free gift with our name, address and
phone number.
390.
We sent flyers regulary to the same area.
391.
We stay in contact seeking meetings about every six weeks.
392.
We strive to stay in contact, with calls to say hello on a quarterly basis in addition
to monthly email newsletters.
393.
We tell the client what they should look for in our competitors and what we offer.
394.
We will be using the internet and newsletters.
395.
Were rolling out a drip marketing plan. In addition, most of the sequential marketing
is purely phone calls. I would like to make this more varied by mixing
phone/email/phone/email or different variations and see what works.
396.
Were weak in this area. We are installing a monthly faxed brochure to go out to out
prospects, and clients. It will be two pages: one for information, and the other for
Page 736

some special deal for them!
397.
Were weak on following up initial contactsstronger when someone buy

something.
398.
Web site for marketing and education
399.
Weekly phone calls
400.
welcome letter, quickly seen on first visit. Extensive connection to goals, strong
diagnostics, education of problem and solution, follow up phone call, best out of care
letter, educational seminar
401.
Well defined bullet sheet of services offered. Keep it simple. Dont confuse
customer with inidating material. Get to the bottom line.
402.
What is sequential marketing
403.
What is sequential marketing? If you mean how do we keep them active, we move
from job to job to retainers by on selling at points of success
404.
When a prospect is identified, we then put on different tracks, according to their

profile. We will send them a monthly info letter which gives them highlights of new
products , summaries of recent projects completed and how the client benefited and
attach the new course schedule. We will then send them special emails inviting
them to educational sessions with the goal to better qualify their interests. Twice a
year, well offer specials to entice them further.
405.
When only an inquiry is made, there is no follow-up; I insert flyers about other books
and products when I ship their order; I make follow-up calls and do 3-way calls when
marketing the customized nutrition
406.
When the initial contact is made, we will provide detail products that we believe will
accomplish the goals of the client. We will sit with the client and try to uncover their
pain. IF there is no pain, there in no reason to continue the conversation. To the
best of our ability, we will keep their names in our database and continue mailing,
hoping to uncover future pain. When they become a customer, we have several
points of contact throughout the transaction to ensure that the personalization that is
requested is completed accurately. After the sale, we follow up with a thank you
note, a brief questionnaire about their experience and then add them to the
database.
407.
When they call into our office, we schedule a listing appointment and go get the
listing. If we dont schedule the appointment or we dont get the listing, we do not
have sufficient sequential marketing.
408.
When we start our advertising campaign, my goal is to already have in place a

series of e-mails or sales letters I can drip on my prospects or clients.
409.
Will receive a follow up call the same day and then a letter with the second part of a
two step promotion in the days after.
410.
Wiring and laying cables. Buying PCs.
411.
Working on that.
412.
Working on this now
413.
Wow, it depends how they respond - weve got MULTIPLE paths, we keep coming
at them, WE ENGAGE THEM CONSTANTLY, MAINLY WITH QUESTIONS
RATHER THAN information
414.
You can start defining your goals and develop a strategy TODAY!!!
Page 737

Page 738
Question 42. What Marketing Efforts/Activities do You Want to

be Doing Right Now that You Are Not?
Question 42. What marketing efforts/activities do you want to be doing right now
that you are not? Why?
1.
? (2)
2.
1) Produce high quality promotional material required to approach the next level
up 2) Developing a strategic plan lack of a strategy has hindered our growth3)
Invest some money into marketing unfortunately the funds are lacking at this time
3.
A free newspaper information. Legal matters are restricting the information.
4.
A lot more email/phone based work
5.
A Marketing Plan
6.
A monthly email program. This is not being done as I just never seem to get around
to starting it.
7.
A more successful method with the internet
8.
A sequential marketing program would be very worth our time.
9.
A strategic approach that brings along the client with education of who I am and how
we are different from other offices with the goal of long term retention
10.
A strategic plan that has worked in the past. Recent past. I dont know what to do
first, then second, etc.
11.
A systematic mailing followed up by phone calls. I havent because of time, details,

script, and focus.
12.
A) Arrange free dinner seminars for hand-picked prospective clients (especially longterm) to introduce them to our concept and services; b) a video presentation to use
at these and other gatherings. Financial constraints.
13.
A) Arrange free dinner seminars for hand-picked prospective clients (especially longterm) to introduce them to our concept and services; b) a video presentation to use
at these and other gatherings. Financial constraints.
14.
A. Develop a "Small Business and the Internet" free email, newsletter to use as a
marketing tool. B. Develop a telemarketing program. C. Develop an existing client
referral program. D. Develop an automated procedure that allows any small
business to quickly create a 2 page website that we host for free. These "freebie"
clients will create another pool of prospects to market to. Am planning on
implementing. Time is the limiting factor.
15.
Actively recruiting new clients. Time and workload prohibits from doing so.
16.
Actually doing somethingthe reason for the lack is shown above. To reduce the
big picture to simple steps and successes based upon that. Grow as I go.
17.
Adding extra value into the package. Currently they get the email alert service and
an expert interview CD with the seminar provider, but we need more blistering cant
refuse value in the offer.
18.
Additional advertising, the ability to offer our services risk free. We are not doing it
due to lack of time & money.
19.
Additional service to offer through joint venturiong
20.
Ads, & Telemarketing because we need a greater amount of leads to convert to

clients
21.
Advertise, make more calls, improve direct mail program--$$$$
22.
Advertising & internet - to reach more people
Page 739

23.
Advertising a therapy protocol for massage therapists. The protocol is still in

development. The testing is near completion. It needs a couple of tweeks and Im
ready to go.Visit doctors offices, physical therapists, chiropractors, hair salons
without massage and whoever else I can think of and work out a referral or joint
venture arrangement with them. I am not doing it because I also have a full time job
to juggle while breaking into this profession gradually. I have not made the time as of
yet.
24.
Advertising in periodicals
25.
Advertising in the newspapers. Its a little expensive, but, more people will see it.
26.
Advertising in trade journal for my most successful type of client not sure how to
handle clients outside geographic area as my process relies a lot on coaching and
mentoring.
27.
Advertising in trade pubs b/c it will get my name out, but dont have the budget
28.
Advertising more budgetary constraints
29.
Advertising, Direct Response mail
30.
Advertising. Too expensive
31.
Again, just developingnone before. should be working with large buyuers to

develop the products they need. concerns over being tied to one or two customers.
32.
All difficulty articulating a message and assembling systems for delivery of

services
33.
All direct mail, email, referrals, press release, Internet links.
34.
All of the above (in the process of defining it).
35.
All of them. Creating the master strategy has been the priority am still in the start up
phase.
36.
All that you have thought us but I need a coach that will listen to and guide me
systematically
37.
An effort to get more people into the store to buy more.
38.
Any successful ones.
39.
Anything that can work, perhaps get good gallery representation
40.
Arranging customer meeting
41.
Articles, press pieces, sequential marketing to non referrals
42.
Articles, special reports, educational seminars, information on healthy lifestyles, etc.

Not doing because not enough time to pull together from scratch.
43.
As mentioned, current management is complacent and sluggish; new hirings will

facilitate new efforts; Ive been content with a steady profit, since other
responsibilities keep me at a distance. Now, with more time, Im in a position to help
us become more dynamic again.
44.
As soon as our website is developed, we will be ready WINNING has worldwide

appeal, so its been quite a challenge building the Worldwide Multimedia Marketing
CO.
45.
Ask for referrals. Followup sales.
46.
Asking for referrals
47.
Attendance / display at trade show. Talks to Business professionals and

community through such groups as Rotary, Lions P&Cs
Page 740

48.
Attracting new clients. Not doing currently due to time constraints and lack of clear
direction.
49.
Automate systems for sending and receivingnot enough time and budget
50.
Back end ... Repeat business.
51.
Basically want a strategic game plan that works, can be measured and quantified,
and that blows competition away.
52.
Before marketing, need better infrastructure set up to handle more biz
53.
Begin creating a professional image. Im trying to determine whats best for my

industry.
54.
Being in control, at least to a much higher degree, than ever of production I am now
excited to experiment with new ideas to find out what happens.
55.
Being more knowledgeable in marketing and being able to implement an annual

game plan with measurable results-cant because dont have enough time to work in
the restaurant and being able to put a plan together.(Being upset with myself for
selecting bad partners)
56.
Better and more consistent follow-uplack of time
57.
Better coordination of the sales message and their delivery systems.

The sales
people are too busy (and think that this windfall will last forever) to get them
committed.
58.
Better follow up, marketing through professional associations, seminars, lunches,

letters from referring clients, emai lists with frequent valuable contacts. I dont do
these due to a lack of organization, time and/or money
59.
Better methods to get through to new realtors, to get them to really listen and
understand we are for real not just another loan broker that can deliver on promises
60.
Better telemarketing, but I cant afford a bureau to do it for me, and trial and error is
a slow way to improve over time
61.
Better testing and tracking of results. We cant improve anything right now because
we dont have a system thats measured for current effectiveness.
62.
Better use of direct mail to open doors. More developed referral systems
63.
Better use of web, do not know how to do it with my limited resources
64.
Better web traffic to our site with overture/goggle. Better conversion of web traffic
with easier to use landing pages. Better sales training with Sales Scripts creation.
Better sequential e-mail campaigns with Winton style preplanned sequence of
events and using Aweber.com to automate it. Better integrated marketing where we
do the call, mail, call sequence (and then use the e-mail follow up for those that
dont buy at first. Much better PR efforts to get our story told by the press. Better
and more joint ventures. Hire a high end direct sales person to sell to premier
accounts by traveling around the country.
65.
Bigger mailings- cash flow
66.
bill boards, monthly newsletter short on time
67.
Bringing our products before the right people and retaining them.
68.
Broader advertising through trade journals - systems not yet ready to accept large
increase in client base
69.
Build my affiliate force so it can help me build the business the quickest.
70.
Build up on the subscription email next stageTake the website to the next stage
Page 741

with a more extensive gallery and ability to shop online.These are all plans for 2003
and all have been started on.
71.
Building a list.
72.
Building a referral strategy that is truly beneficial to my clients and me.
73.
Building and setting in place the new web site to generate global enquiry. Have been
to busy to finish it.
74.
Building more host beneficiary relationships and a higher quality referral system. To
attract a better quality market.
75.
Building relationships with accounts. Not enough QUALITY employees.
76.
Cable TV commercials, have been very successful for others
77.
Calling referrals have not clarified prices per month
78.
Cannot answer yet. Just starting to market.
79.
Client mailings. Time and effort restraints
80.
Cold calling
81.
Complete marketing process that leads clients from initial inquiry through multiple
purchases. Havent spent time on it.
82.
Conduct more e-classes, seminars, but DO NOT have time and money for that.
83.
Consistent follow up, appear in national media.
84.
Consistent follow-up for the contacts generated
85.
Constant contact callsasking for referrals
86.
Contacting more groups and making speaking dates; contacting alliance partners.
Not because have too much to do to keep up
87.
Contacting more people that are currently clients of the institutions.
88.
Contacting referrals - time
89.
Core Story presentations. See question #20.
90.
Corporate selling. Because it generate much more sales with the same expenditure
of time (but not effort, corporate customers are much more picky) as individual
sales.
91.
Correlating all marketing mediums together
92.
Create better autorespodner series.
93.
Creating a master plan of what Id like the business to look like, redefine further what
I stand for and what I want to sellfind people who I can bring in when things pick
up, and then market it.
94.
Creating a residual income streams and increasing my gross income
95.
Customer satisfaction research.
96.
Database mining Sequential marketing Strategic alliances Web and email marketing
Retail marketing / displays
97.
Defining, Planning and execution. 1. Where to start.
98.
Demonstrations in unusual languages in seminars, and video to demonstrate the

method. It isnt done yet because the demo isnt complete.
99.
Develop a coherent marketing strategy to expand internationally in the area of

Marketing Consulting.
Cant seem to sit down and do it
Page 742

100.
Develop and utilize a more formalized and effective referral system/program. We

have thousands of satisfied clients that have other friends that could use us. We
have not made this a concentrated priority action item yet.
101.
Develop consistent marketing strategy,because before I didnt aware it so much.

Now Im sure its completly needed effort
102.
Develop products for a back end and eventual web sales. Im struggling to find the
time
103.
Developing a systemized referral program, get an interview with a local newspaper

to build additional credibility and market awareness. Im not quite sure if a direct
mail campaign would be worth the cost.
104.
Development of a strategy to begin with, analyzing existing clients and their markets,
concentrating sales/marketing on industries most served at this time
105.
Direct and e-mail mailings, ads, trade shows. Development of balanced marketing
program.
106.
Direct mail
107.
Direct mail and sales call follow up. Not enough manpower to do that.
108.
Direct mail expert referral, promote in church bulletins, and word of mouth. Are not
doing because I do not have the html experience yet to get it going.
109.
Direct mail or more persistent targeting through trade publications. Were not
because of lack of $$ and manpower.
110.
Direct mail regularly---do not spend the time to come up with the end mailer
111.
Direct mail with telephone follow up.I dont do this because even if I had the human
resources and capital to pull it off, I dont have the ability to handle all the clients I
think it would generate!
112.
Direct mail, in person presentations. Cant really afford it.
113.
Direct mail, email, telephone calling time, cost and on going interruptions get in the
way, plus have not yet developed a thorough plan
114.
Direct mail.
115.
Direct mail. Lack of confidence in implementing correctly.
116.
Direct mail/sales letters. Im in the midst of putting together a letter for an existing
report we have, and I expect to mail it in the coming few weeks.
117.
Direct mail: too expensive Website: dont have one Consultative sales: lack of time
Referalls: teachers just dont know one another so referrals are almost a mute point
Speaking at other Youth conferences: just havent gotten it together Host/Ben with
motivational speakers and DJs: just havent made it a priority.
118.
Direct mailing. a new package is in the works
119.
Direct marketing to precious clients and students.
120.
Direct marketing, endorsements, establishing more marketing pillars
121.
Direct marketing/email marketing Lack of cash flow
122.
Distributors, Beauty shops, Airports, affiliate. I need to set priorities. I think that the
most important is to get my database up to date and contact my old customers and
let them know that I love them.
123.
do more 1 on 1. time/price
124.
Do more afternoon seminars but I need more budget and speakers
Page 743

125.
Do the mktg and sales myself
126.
Doing what I want.
127.
Don t know (5)
128.
Dont know. Describe your competition and any effective marketing strategy or
tactic they use that you dont. I dont monitor my competition.
129.
Dream 100 for HR, builders realtors dont feel confident on how to implement
130.
E-COMMERCE. BECAUSE IT WILL BE A FUTURE GREAT TREND
131.
Education (not enough time lately to write pieces) newsletter ( havent had the
energy), Ads in paper (awaiting results of asking for referrals so we dont get
overloaded)
132.
Effective direct mail - we don't do it because a straight phone call seems much more
effective for specifically targeted prospects
133.
Effective mailings that would re-activate past clients and get them coming in and
referring others. possibly work out a campaign that would get new unreferred
people reaching for us that could be done cost effectively as well as time effectively.
134.
Effective referral and introduction of our services. Staff do not see potental in the
efforts to do this.
135.
E-mail & e-zine marketing are areas I would like to be doing right now but in order to
be effective I must plan it and spend a fair amount of time making interesting copy
on topics that are of interest to our target groups. Forming strategic alliances are
also important and we are starting to do this with a full service sign company. We
have identified that our two companies together can produce new product lines in
the areas of office arcitecture (dividers, front lobby designs, and etc.) and custom
lighting.
136.
Email , web, no expertise
137.
Email campaigns, more meetings with people within the industry who may be able to
supply further leads.
138.
Email marketing I dont have enough email addresses. PR campaign Only have
home office. TV & Radio _ not enough money. Client appreciation dinners not
enough money. COI dont have any. Referrals no system in place. And Internet
marketing have no know how.
139.
e-mail marketing (procastination)
140.
Email marketing, because it seems to be a cost effective marketing strategy, that

can drive traffic to our website.
141.
Email marketing, Web advertising, Direct mail, Retail outlets
142.
Email marketing. Current Euro legislation forbids any other than opt-in marketing
143.
Email marketing; targeted fax marketing; direct mail; telephone sales. Lack of time
144.
Email news letter, brochure, seminars, advertising, alliances with professional firms
145.
Email, have not focused on it yet, other priorities.
146.
E-Mail, Internet
147.
Email, web, direct mail
148.
Email, and associations
149.
Email. I think it would be effective if properly packaged.
150.
E-mail-havent had the time to develop, post cards-again time, a consistent direct
Page 744

mail program-lack of focus, a bigger telemarketing department for higer quality callsrevenue to support
151.
E-mailing, more visible internet site (first screen visibility)
152.
Email-newspaper-radio-yellow pages.
153.
Employing a marketing consultant
154.
Establishing direct relationship with end-user not sure of best method to do this
given that we are a distributor.
155.
Estimate of the value they get, and future benefits, references,
156.
Everything
157.
Everything takes time and developing our new tactics are more important then to
hurry and do right now for us
158.
ExcusesIm too busy
159.
Expansion, I need sales people.
160.
E-zine (just redoing website),
161.
Ezine advertising. Not doing it because I want to use my website profits to fuel ezine
advertising, not external sources of cash.
162.
Ezine, write & publish ebook, Chamber of Commerce networking, brochure, more
frequent seminars, developing media relationships, barter listings, search engine
listings. I think these activities will all produce results.
163.
Fax broadcasting to generate leads - unclear as to who to target and what list to get,
but I know this works for getting prospects to call Website to pre-sell seminars and
info products
164.
Finding more networking opportunities
165.
First, reading Jay's materials. Prior scheduled time commitments.
166.
Flipping real estate with cosmetic repairs, government contracts
167.
Focusing on pre-selling clients for our products that are currently in development.
Creating demand before it is even ready so I have a very successful new product
launch.
168.
Follow up contacts no time.
169.
Follow up letters to completed care patients, time- to compose to implement
170.
Followup marketing campaigns. Not enough time to organize them.
171.
Free software, online articles, newsletters, autoresponders
172.
Funding.
173.
Generate more interest
174.
Generating free publicity. Writing articles and submitting them to the media.
175.
Get tonerman out there as a supper hero trustworthy guy/company. Its different . Email. Seems to be an inexpense place to hit many people.
176.
Get national and international distribution of my books.
177.
Get our processing more streamlined and efficient.
178.
Getting in front of motivated, qualified buyers
179.
Getting major gifts. More Money.
180.
Getting published in an upscale periodical would carry some weight in the credibility
Page 745

department. The downside is that many affluent clients shy away from publicity. I
respect my Clients wishes even when it means that my business aspirations must
take a back seat.
181.
Give aways of valuable freebies such as recorded Cdroms, Taped radio talk shows
Ive been on etc.
182.
Gosh, all of those I talked about so far are what Ive planned, and since everything is
new, implementation is still to come!
183.
Have a better overall strategy and systems in place to run these marketing programs
to grow the business and affordable
184.
Have a customer survey done at important stages of development, so that we can

measure at the higher management levels to see how weve fallen short, what we
should do to correct things or hasten the project work.
185.
Have a great cost effective system for prospecting and converting clients. Dont
have the cash resources.
186.
Have a sales and marketing department so that our company can get the larger long
term customers
187.
Have a structured referral program in place.
188.
Have not launched company yet
189.
Have someone visit trucking companies so that they learn about us.
190.
Having a detailed, complete & accurate data base of our customers. No time. Too
much work.
191.
Having a well though out effective strategy for the whole company and implementing
specific tactics to achieve our targeted goals and objectives
192.
Higher end marketing on asset protection.
193.
Hitting up prospects beyond our geographic area, esp outside the US
194.
Host beneficiary, previously mostly ignored.
195.
Host Benificary Direct Response Advertising, Building a strong back end
196.
How do I get clients without having to cold call and get more referallss
197.
Huh? Okay, Id like to have a major publisher take over my titles and put them into
stores and do a major campaign for them. And in addition to that, Id like to do
whatever the Harry Potter folks did. But I think having treebooks available might
help. Although right now, I dont know how to get the word out, so that would be a
waste of trees.
198.
I am doing what I have the capacity to do, both concerning time and money
199.
I am not sure
200.
I am not sure.
201.
I am planning the marketing strategy in great detail, the marketing tactics are not as
strong. Furthermore, I am having problems with the execution of the tactics
selected.
202.
I am still not completely sure.
203.
I am willing to do and try anything. I am on a very small budget as my challenge right

now.
204.
I do not know which and how
205.
I do not know. (4)
Page 746

206.
I dont really know. I could use some direction here.
207.
I have not got the time to think of them, not to say implement them.
208.
I havent had the chance to learn about available personal marketing

efforts/activities yet as a buyers agent.
209.
I know I need to greatly expand my marketing approach. I plan to used targeted

messages through mail, email, and personal calls.
210.
I know we need to do more. Competitors who provide shoddier services (according

to our clients) are making inroads into our business. The question is what to do. We
have a very defined marketplace with a maximum of 12 client firms. These 12 Case
Management firms have a total of some 70 Case Managers who are our direct
clients. To protect themselves, Case managers will always spread their files over
several firms. We cannot get all of the business, but we could be getting more than
we currently are.
211.
I must give it more thought
212.
I need a coherent plan.
213.
I need to be keeping in constant contact with my customer base. I am losing them

because they simply forget about me.
214.
I need to change some pages on the web site to see if I can make them sell better.
Because I am doing these questions.
215.
I need to do more planning and bigger picture of what is capable
216.
I need to do more research re. the actual costs of, and specific details involved in
doing the initial marketing campaign.
217.
I need to get started on the creation of our ezine; then perhaps start doing some
speaking at half and one-day seminars on what people can really expect from their
internet connectivity.. These have not happened yet due to a lack of focused time
on my part.
218.
I need to start earlier?
219.
I think Id like to do seminars because it seems like a great way to generate tons of
business and money. I havent had the time to develop this yet.
220.
I want a steady client referral effort. It is sparse right now.
221.
I want a game plan that I know will work
222.
I want the affiliate program up and running, but script not done yet
223.
I want to target the High end residential Real estate market.
224.
I want to be able to implement duplicatible advertising/p.r. that other people can

duplicate as they become associates with our organization. I havent developed
them yet, but am working on them now.
225.
I want to be doing mailings to people who know us, but I am not doing that due to
our on-going lawsuit.
226.
I want to be placing my mortgage website in front of more realtors to tap into more of
the purchase market
227.
I want to be selling other products and services using the Jay Abraham approach
Have not been successful yet of identifying the right product. Have had several
products or relationships that I thought was going to go but have fallen by the
wayside. Presently have 3 internet products put the developer does not have them
complete. This has taken a lot longer than was expected. The good thing for us is
we are not having any development cost. The author is taking care of this. We get
Page 747

the rights to market the product.Cant seem to put it all together yet.
228.
I want to be totally proactive in all our activities. Right now we are just getting
started.
229.
I want to bulk mail from postcards to smaller versions ot the letter to individuals out
of the phone book. And get and answering service/autoresponder to data from those
who are inerest. Im not doing that because that would have to be authorized in
advance and I have to get a bigger advertizing budget first.My company do have a
sales letter, its a 7 page text with no appendix and I really dont like it. My sales
letter, my discounts lists, the 10 closing options, etc. are not authorized material
either, but Im not trying not to get caught. Actually, I gave my companys top
executives a copy of them and I did wrote that I was going to use my own material
and strategies. Sine they have not told not to do it, its a go for me.
230.
I want to educate my clients more in products. I want to build residual income. I am

working on a website to use for client education and sales .
231.
I want to expand the above to send a postcard or letter to a selected list offering a
free tape if they call an 800 number and leave their name and address. It is one
extra step but will probably reach more potential buyers for the same amount of
money. I want to try newspaper advertising and ask people to listen to an
"opportunity call" or calls that focus on two of our leading products. They then call
and 800 number to ask for more information. We are just now starting to do this with
a skin care product and a weight loss product.
232.
I want to get on a regular marketing plan with my sphere of influence, which I will do
once the database is in.
233.
I want to go through the various course materials I have from Jay and others. I just
can not seem to make the time to do this over the last few weeks. I have about 2
hours per night and most of this is taken up with reviewing my daily email.
234.
I want to implement a system with practitioners where they recommend that their
clients buy from me, rather than searching around from health food shop to health
food shop. Then in turn the practitioner would receive a commission. Im have not
implemented this as I have a supply problem, one of those revolving doors, Im
afraid. If I could get the orders going, I could keep the supply coming in.
235.
I want to improve the systemization of my marketing so most of it can be easily

repeated and more automated, i.e., online.
236.
I want to know some more something different from the run of the mill approaches.
237.
I want to provide more Autoreponder eCourses. Need time to write an extensive

eCourse. The level of expertise on the Internet is shockingly low. Only a handful of
marketers really know their stuff.
238.
I want to put together the strategy first before i put together marketing.
239.
I want to sell my system to other entrepreneurs in other cities. Im not doing it

because I can't afford to place ads in newspapers.
240.
I want to send more correspondence to my clients and business community to show

our professionalism.
241.
I want to set up a sales force since I am a one man operation now. Im looking for
someone to do some of the hands on service and sales so I call work even more on
the marketing side. Also by having another person or persons in the field they will be
helping expand this network that I want to create.
242.
I want to use my good reputation, and to meet with many kee people and to get
more good clients.
Page 748

243.
I want to write an additional column, write a book, and have a regular opportunity to
teach mental skills to athletes.
244.
I would like to advertise a bit more and I would like to market every product more
aggressively than we do today. I know that we are understaffed and are not doing
max for every product and service we sell.
245.
I would like to be acquiring more Buying Groups, but I have to be pursuing members
og the existing Buying Groups. This is because I need money right now.
246.
I would like to be doing group presentations to groups of highly qualified and

interested prospects. I am very good at presenting to groups.
247.
I would like to be giving presentations to high-earning executives, e.g., executives

who are members of the Financial Executives Organization. I have been working on
designing and implementing the marketing ideas for my existing list described above
(which I regard as the low-hanging fruit) and have not had the time to create the
material I know must be created and make the approaches to the proper people in
order for me to reach as many of the highest caliber of prospects for my services as
possible in the shortest amount of time.
248.
I would like to be implementing our marketing plan, but we can NOT, because we
have to wait for the patents to be filled.
249.
I would like to be seen as the expert in our market and hold learning sessions for the
customers that I have. I dont believe that I have the contact, the information nor the
position to accomplish this.
250.
I would like to do some print advertising and develop a website, but have not found
someone I like working with. Time constraints.
251.
I would like to have a consultant evaluate the marketing plan
252.
I would like to increase market share in the FHA and VA loans. We are not currently
doing this because we need to have our financials audited and have a certain net
worth to qualify for these programs.
253.
I would like to make more aggressive advertising. but the consulting rules in my
country describes such consultants as dubious.
254.
I would like to market to foundations and individuals who know that what I am
providing is of immense value to society and for issues that anyone of them would
deem as significant. This is a matter of being able to access these foundations with
a presentation.
255.
I would like to operate a sales control system such as Goldmine so that we can
measure the effectiveness of the different aspects of how we prospect present close
etc, I would like to extend the professional connections lead generation with host
beneficiary deals to extend further our client base and recruit more advisors which is
the real barrier to growth.
256.
Id like to be doing much more, but I am limited by time, money, and my wifes
cancer.
257.
Id like to be doing the follow-up closing of more deals. Because then the marketing
side of things is done & I can go back to the nitty gritty of get clients money back to
them
258.
Im unsure of this one.
259.
I'd like to make hugely more use of referrals, getting people to contact me for
advice/help. I'd like to use PR which focuses on senior finance execs to position
myself as an expert guide. I'd like to have a lot of publications to either for sale or
free to educate prospects and position me as the expert.
Page 749

260.
If I had time, Id set up a referral program, give seminars, write a opt-in e-mail
newsletter, develop a guarantee, send direct mail, work out a special offer of the
month, cultivate strategic alliances with complimentary vendors, alliances with
competitors, and develop special deals for current customers.
261.
If you have any profitable suggestions, welcome!
262.
Implement ongoing upsell. Start making offers to capitalize on repeat sales to my

existing clients. Reactivate old clients. Set up ongoing referral programs. Set up
systematic procedures to acquire new clients.
263.
Improve our web strategy, copy, graphics; develop sequential email campaign
264.
In search
265.
Increased lead generation and follow up
266.
Increasing Web promotion on selected sites. Cost and lack of cash flow.
267.
Internet
268.
Internet. Still novice.
269.
Interactive marketing on a daily basis - resources
270.
Internet lack of time to set-up the site and learn how to use the medium effectively.
271.
Internet restricted by my own knowledge and lack of resources to pay a

professional plus find the professional who does really know what they are doing
272.
Internet see this as a very cost-effective medium
273.
Internet marketing
274.
Internet marketing through the creation of an opt-in list to receive a free news letter
and eventually get clients from the list
275.
Internet marketing, gaining a larger client base
276.
Internet marketing. No knowledge on how to start
277.
Internet marketing. Not enough internal resources or expertise.
278.
Internet referral system
279.
Internet, ignorance and expense.
280.
Internet, 24hr exposure.
281.
internet, newsletters, niche marketing
282.
Internet. Little time at present
283.
Internet/ sms/ business intelligence we not properly organized
284.
Internet/time & money
285.
Internet; direct response.
286.
Internet Referral
287.
Joint marketing efforts with larger companies from outside the state that we can
partner to allow us to sell to national accounts like AOL, MSN and Earthlink.
288.
Joint ventures via association endorsements
289.
Joint ventures with realtors.
290.
Joint venturing on product sales and development
291.
Just about anything that will work!
292.
just learning what might be useful
Page 750

293.
JVs cant locate adequate partners
294.
JVs and referrals. Unsure where to start.
295.
Knowledgebase and ezine on a web site. To build a successful first point of contact
and build a potential client database
296.
Like I said I am just getting into this marketing thing.
297.
Lots, just took over the business 5 weeks ago
298.
lots, need more revenue
299.
Mail, Ads (billboard, news print, radio, tv,) Seminars, Joint ventures, Internet. I want
to create multiple pillars of revenue for my business.
300.
Mailing more. Most of my clients do not use email. (retailers and restaurants) My
realtor clients do, but I have far fewer of them.
301.
Mailings , not good at writing
302.
Make it more automated put it on auto-pilot.
303.
Make more money
304.
Making deals for results oriented projects or business building
305.
Making phone calls to people on name lists provided by colleagues. This will
provide depth and profitability to my business.
306.
Mall screenings and things that do not involve the Drs directly. We have had a
difficult time in the past of finding the right staff that that could take it upon
themselves to do it on their own. I think we do now.
307.
Many but email is my priority.
308.
Many things are in the works. As stated, this is in the startup phase. We want to
launch the newsletter, publish the book, upgrade the web site, run key-word-search
ads on Google, be more aggressive with publicity.
309.
Market my services in different parts of the world through a network of dealers/

resellers
310.
Marketing our next book to American publishers. We need a celebrity to align with.
311.
Marketing some other products. Limited now by the number people I have on staff
that I can afford to manage
312.
Marketing to more groups/pillars.
313.
Marketing via internet, because that will allow me to intensify our contacts.
314.
Mass mailing brokers
315.
Mass marketing. To have a greater reach.
316.
Methodically working a system or plan. My Day Job gets in the way
317.
monthly specials-no time
318.
More intimate partnership with clients/prospects
319.
More advertising, however, money is tight for this.
320.
More advertising, public and physician seminarswe need more money to support
those efforts
321.
More aggressive activity toward bigger buyers.
322.
More and better advertising. Infomercials. Can't afford them.
323.
More article writing, better SEO, direct mail, Affiliate program. Why? More traffic,
Page 751

more customers!
324.
More autoresponse marketing
325.
More brand-name promotion for our overall corporate capability, and tying that
overall capability to our brand name, vs. only promotion of our Building Systems
brand. Especially true in the China and Asia markets, as our customers are
seeking long-term, total solutions provider capability, is recognition that we will both:
a) be around for the long-term, and b) that our customers internal promoters can go
to their management and not have to re-sell on our behalf that our brand name
speaks for itself. Its bad for those inside our customers camp that want to use us
and work with us, when they go to their management and mention our company
brand name, and their management says who? who are they? Why dont you use
a more well-known company whom we all know and trust?
326.
More cold calling, prospecting. Developing more lead sources, developing additional
sources of revenues. Time constraints
327.
More cold calling/identification of prospects. Why? Were good at keeping in

contact with our regular clients, however, we dont feed the pipeline sufficiently. I
have to admit that I dont know how many people should be in the pipeline.
328.
More conference calls. Still not well used in the UK
329.
More contact with my core. It is what works best for me.
330.
More direct mail $ cold calling.
331.
More direct mail advertising for weight loss. Many more referral programs. A lot of
strategic alliances. Database mailings. Newsletter.
332.
More direct mail and we are not because of the cost.
333.
More direct mail as the initial contact. I am having trouble coming up with
compelling content. Networking at Chamber of Commerce meetings. I am working
on getting child transportation worked out so that this may be possible
334.
More direct mail to installed base via postal mail.
335.
More direct mail, ads, lead generation
336.
More direct mail/email/telemarketing, were limited by staffing issues currently.
337.
More direct marketing/mail. Need to generate multiples of opportunity
338.
More effective and consistent direct mail via letters: improve referrals for future
customers.
339.
More effective targeting of consumers so that a kind of members club is created

whereby we can encourage them to consume more of our products & in turn
encourage more of their friends to try.
340.
More email marketing and contacts; better web-site placement. I dont use email
much because I get so much spam myself that I dont even bother to look at, that I
feel anything I send out will be treated the same way.
341.
More email marketing/ trade show marketingpeople, $$, time
342.
More event based marketing. Lack of people resources and top down
understanding.-Monthly column in news medias. Lack of people resources and top
down understanding.-Monthly email communications with prospect base non
promotional / educational. Lack of content.
343.
More exposure via articles for press etc. building up press contacts at the moment
344.
More external efforts to generate more new clientele
Page 752

345.
More ezines. More articles. I believe that email marketing is an effective tool and
that articles get valuable publicity and credibility for my company
346.
More follow up of after 1st sale offers, time and software changes that need to be
made.
347.
More follow ups and regular contacts with valued practitioners.
348.
More frequent and consistent e-mail activities and referral building.These activities
are inexpensive and build a base to assess niches and then build markets. They
also help maintain, solidify and develop existing customer bases.
349.
More host beneficiary too hung up on making the copy better, more powerful,
better conversionsMore joint ventures time, people to help me on commission
basis
350.
More host beneficiary relationships cant seem to get hosts to buy into the
concept.
351.
more in direct marketing for specific conditions. problem of knowing how to do it and
time
352.
More info to customers (internet)
353.
More Infomercials, long and short form
354.
More interactive tactics, more systematic approaches in all contact points Have
been fighting fires, not able to muster enough consistent resource to make happen
consistently
355.
more internet activity. (I am not because I am just starting
356.
More internet marketing, not clear on the value(cost vs rate of return)
357.
More joint ventures. Not setting aside time
358.
More local ads ie: newspaper, cable TV ads, billboards, targeted direct mail.
Limited budget.
359.
More mail outs
360.
More mailings to generate more leads from the end user or specifier.
361.
More marketing, lack of funds & mostly time
362.
More new client marketing.
363.
More over the internet. Time constraints.
364.
More planning. Would like to see a plan towards how market intelligence is handled,
coupled with timing. Same with follow-up calls, etc. And then we should track
progress against the plan. More consistently complete follow-up calls. It is common
to get specific leads for future work. Develop marketing pieces for DP and electrical
expansion. Develop drilling survey methods that are innovative and assist us in
delivering a measurably superior product.
365.
More PR no time/money to outsource it.
366.
More public awareness in our local market,
367.
More public speaking, it works very well for me.
368.
More radio and television and more activity on the Internet. I am not because it has
become increasingly difficult to get booked for interviews and because I have not yet
figured out how to consistently make sales on the Internet, but I keep working on it.
369.
More referrals and setting up host-ben because they are very cost-effective
370.
More sales people visiting more prospects
Page 753

371.
More speaking and providing people an experience of the services we offer. I think
the reason why is that I have been feeling like we have to create stuff first and then
we can go out and connect with them. We have recently discovered a way to
decrease the amount of creation time as we will now be creating some of it just
in time
372.
More speaking. Time is the issue.
373.
More strategic alliances = leverage
374.
More telemarketing
375.
More visits to existing and potential clients, temporary resource constraints.
376.
More visits to potential referral sources. The reasons are , 1) fear of failure, 2) time
to block out for a series of visits and to multiple sites 3) avoiding coming across as
just another slick business trying to make a buck off the elderly ( appear more
professional) 4) unsure of my ability to get through gatekeepers
377.
More writing, more web presence
378.
Most, we are reworking the process from our original 1 pillar
379.
Moving into niche markets where I can have more impact and fewer competitors.
380.
MUCH MORE Talking Ads. Press coverage. Effective Internet marketing. Local
business coalitions (host/beneficiary).
381.
Much stronger referral oriented programs.
382.
My plate is pretty full, currently
383.
N/A (2)
384.
NASCAR sponsorships, more tie-ins with minor league teams and college teams.
Cost is the restraining factor.
385.
national ads, too expensive.
386.
National advertisingexpensive and somewhat undefined results
387.
Need to map out a plan to encapsulate areas highlighted as missing, but as

business is at a desperate stage, dont have time, energy or creativity to get down to
it. Too busy cheque chasing!
388.
Networking in the local chamber etc, time is the main problem.
389.
Networking. No time.
390.
News letter, but it is hard to generalize my unique services to fit a general audience.
391.
Newsletter. havent made format and havent systemized
392.
Newsletters I know from experience that the top of mind agent is most likely to
get the business. Email updates economical and professional.
393.
Newspaper and internet (web) ads. I cant afford them.
394.
Newspaper and journal advertisements targeted to the real estate sector.
395.
No ideia
396.
No product yet. Want to have more internet presence, more shows, more
demonstrations. More media coverage through press etc. .
397.
None (7)
398.
None because we are just getting started with referring brokers and our two new
sales people and my book
Page 754

399.
None planned
400.
None right now. I want to see how well the telemarketing of potential joint venture
partners does first.
401.
None so far that I know of. I am still testing my advertising, and need more time to
determine what advertising is best for my business
402.
None yet because I must have the product on-hand for clients to see. I must
purchase the animals first.
403.
None. Educational marketing pieces and special reports.
404.
None. If I wanted to do they I would. But I am doing a lot more this week than last
(after reading about strategy from you Jay).
405.
406.
Not doing any now planning phase.
407.
Not doing direct mail. Just havent done it.
408.
Not enough money in marketing budget
409.
Not sure (6)
410.
Not sure, why i bought course
411.
Obtaining new higher profitability clients.
412.
Offer some whatever youd like to pay seminars in-house. Because, it allows them
to taste and seemost havent ever experience what we really offer.
413.
Offer training Video/CD, ebooks of our services, benefits and product knowledge.
414.
Offering my technique via the internet. Havent finished yet.
415.
Offline ads. It's all related to how much time I have to spend right now on the
business.
416.
Ongoing and continuous direct sales campaign using direct mail letters, phone calls,
cold calls and referral requests. Not doing it because the time is not allocated
specifically for it and it doesnt get done in the heat of carrying out normal business.
417.
Online newsletter, more consistent exposure through a follow up system.
418.
Organising seminars
419.
Organize a best-client list, develop a more aggressive follow-up marketing campaign
420.
Our own full color catalog (as opposed to a co-op version), web site. Both are on
hold for budgetary constraints.
421.
Outreach to more interested clients/customers to expand profit and service margins
422.
P.R.
423.
Penetrate new market segments with new products
424.
Personal contact with media. I think that this would make a difference to the number
and quality of the coverage we get. As it is I havent got time to do anything other
than send out regular press releases (twice/month).Effective advertising might also
be an activity we are ready to begin now. It has been seen as too expensive for us
to fund, even if it brought in revenue since we couldnt finance the gap between
putting it out and getting it in. This is now changing. Telesales would boost our
conversion rate. Again we have seen this as too expensive to finance and there is
quite an investment of training to do because of the specialized nature of what we
do. Any sales person would have to be quite knowledgeable.
Page 755

425.
Personally, I want to be a lot larger. To be able to build 20 different properties at a

time. To advertise with television, print, radio. To build a reputation. To be able to
do a mass marketing campaign with glossy brochures and impressive statistics.
426.
Phone calls to new clients dont take the timeradio interviews havent bothered to
create good headlines and the appropriate backend package for each radio sales
427.
Postcard marketing, full page ads, press releases and interviews, classifieds in
weekly papers. Primarily due to cost and low response rates..
428.
Prefer not to say not doing because product is not set up to my satisfaction - yet
429.
Presentations and seminars, developing stage
430.
Press release; classified ads in trade mag. Limited budget
431.
Press releases, mailings, free seminars time and money
432.
Print advertising for company identification
433.
Printed newsletters, email newsletters, public speaking, website; lack of time,

money, and energy
434.
Probably direct mailcost factor. Its a lame excuse. I know I should be doing
some at least to some degree.
435.
Proper follow-up with customer database. Resources and proper IT system are the
primary reasons why.
436.
Publish articles about solving problems in the industry. Procrastination.
437.
Pursuing joint ventures and building my affiliate network. Not done primarily due
time constraints and budget limitations.
438.
Pursuing joint ventures and building my affiliate network. Not done primarily due
time constraints and budget limitations.
439.
Put together a club of happy consumers in every city and use their testimonials
440.
Putting ads on Tv and the radio
441.
Putting together a full scale marketing battle plan. Tactical day to day needs dilute
my efforts.
442.
Radio = too expensive for a startup.
443.
Radio show time limited during tax season
444.
Radio spots, press releases, community involvement - fear
445.
Reach all the Insurance Agents and Insurance call centers in town with our
message. Because they influence who the customer will pick.
446.
Reach out to libertarians who havent heard of us. Dont know haw to economically.
447.
Reactivate old clients.Need to expand business and update facility by moving.
448.
Real estate: reach more prospects, not sure what method is cost effective.
Consulting by e-business, need more planning.
449.
Really develop our hidden assets and back-end sales. We need to get the staff
behind this and we are focusing our efforts against this at all the staff meetings. We
also want to turn the hygiene department around into a profit centerand it is
beginning to work!!!
450.
REFERERAL - never found something we all could get behind REPEAT

SALES/BACK END -again, haven't found anything we felt would work
451.
referra program. Put in place an automated e-mail touch program to education oour
Page 756

clients how to get more out of our system. Start an e-zine. Buying criteria.
452.
referral systems, not enough time
453.
referrals, more followup letters
454.
Referralsdont know how to get people to provide them, even though they say they
will and are happy with me and my service
455.
Regular newsletters and updates to current and prospective clients highlighting what
we are doing.
456.
Regularly published e-zine rather than occasional. I am not doing this regularly
because I dont have time.
457.
Repeat selling, upselling not maximizing our client base
458.
Retail Catalog nationwide. Cost.
459.
Riding my motorcycle to events that promote our association. It is too cold and there
are no events close by.
460.
Risk reversal we are afraid of it.
461.
Risk reversal for big ticket custom built items.
462.
Risk Reversal. We have to put extra efforts without knowing that they will pay off.
463.
Risk-reversal. Will increase customers at least triple business
464.
Running a community of CEOs to coach entrepreneurs in their marketing and

exchange ideas also to have a sounding board for ideas and a network from which
to create alliances. Too much on my plate right now, plus I need to build content.
465.
Running a much larger scale ad campaign. lack of money and fear that it wont
work.
466.
sales letter to architecs ,interior designers and builders that would give them new
ways to use aquarium displays in there building designs. money
467.
See above. Lack of resources.
468.
Seeing the results of initial contacts with referral base. To get this business going
469.
Selling
470.
Selling in over a 100 store across the USA and Europe, need to keep working at and
what is non-effective.
471.
Selling other products/services to existing clients.
472.
Selling products and seminars. I dont have them in place yet.
473.
Seminars lack of funds
474.
Seminars. I will be doing some. Just need to continue to set up.
475.
Sending Direct Mail to Rented Lists/Not Profitable.
476.
Sequencial email campaignes to clients and prospects and internet marketing

because I believe it would helpacquire and maintain clients.
477.
sequential because normally would just contact once
478.
Sequential marketing. Try to use the internal audit group to do more than find
accounting problems, but to help grow the business.
479.
Sequential marketing: not doing it the way Id like. We have a long sales cycle and
we need to educate our way to sales. Price, Headline, Product testing: Never been
done that Ive seen. New product creation from our existing product line: there are
new products and price points we can create very easily. Direct email: not done
Page 757

consistently Direct mail: not done at all. Simplify our internal contact databases so
we can perform organized sequential marketing: a must to market to our existing
and past customers.
480.
Sequential marketing; to maximize returns
481.
Service how to serve for customer retention (research-based service) Lead how
to communicate Premium brands ability to hang on to distributorships. Niches
which segments to target? Markets effective demand, purchasing power, not just
expressed interest
482.
Softly promoting service. Awaiting all documentation in place but also unsure where
best to start.
483.
Some homework from an entrepreneur seminar. I am doing this instead.
484.
Something that is going to product results; I dont have a tial and error budget. Id
like to be sending out an e-zine from my web site, but no one has signed up for it yet
and I dont know how to set it up yet so that if I offer a freebie to sign up that I know
when to send it out.
485.
Speaking and seminars; just started, am working on it now.
486.
Spend more on web site design and rewrite. Hire a sales person. Lack of money.
487.
Spend more time in front of the referral sources I described above.
488.
Spending more time to develop corporate clients especially prestigious ones. Have
to stay focused on the 80% (or 95%)!
489.
Sponsoring some trade association meetings cant afford it until revenues are
higher.
490.
Start using postcards with specific offers
491.
Stimulate minimal practice growth
492.
Strategic alliance (host-benef). No time.
493.
Strategic alliances with content providers and with complement providers.
494.
Strategic alliances.
495.
Strategic efforts to establish company as industry expert in the field. To show

customer the true benefit of the product.
496.
Strategic relationships with companies that have similar target markets
497.
System of direct mail. In formulation and trial stage
498.
Systematic communication with existing clients about all the services that Ican
provide. Probably most cost-effective way of building business
499.
Systematic contact that does not require manual intervention, email, weblogs, etc.
500.
Systematic letters and phone call campaigns.
501.
Systematize the process
502.
Taking prospects on visits to successful sites. No time
503.
Talking to more potential clients to increase my commissions and recruit new sales
reps for my team.
504.
Tapping into many different databases to expand my business prospects.
505.
Targeting the CPAs; the tools not ready yet.
506.
Techniques that would work in my industry to grow and expand.
507.
Telemarketing and more host beneficiaries.
Page 758

508.
Telemarketing and seminars
509.
Telephone marketing campaign. To get new contacts.
510.
Telephone salesperson hiring right now
511.
Television, national classifieds. Why? $$$ and time.
512.
Tell every property owner, manager, engineer and architect about us. To much
money for advertising.
513.
Test marketing more direct mailers, fax blasting, email campaigns. Test pricing,
create a guarantee and test it. More direct marketing to motorcycle dealers and to
motorcycle owners. Commercials, radio spots, PR, manufacture sponsored coop
marketing campaigns, etc.
514.
Testing Direct Mail pieces, Testing different headlines for internet ads and Pay Per
Click Search Engine advertising. Lack of budget.
515.
Testing emails. Useful analysis of existing efforts. Have started doing this year.
Have lacked in house expertise and commitment.
516.
Testing my website, Host-beneficary, Referrals, web postioning. Time lack of. Also
Im recruiting and training people to do this:PPP- thanks Jay and Co!
517.
Testing, surveying and tracking: What do our customer REALLY want? Follow-up
strategy for existing customers Customer database "Leading" a customer to his
initial purchase
518.
The affiliate program and writing my 5th ebook.
519.
The internet, have on-line forms to fill out etc. I have not managed to get the time to
do it yet, since it have not been a priority in this transitional state of my business.
520.
There arent any
521.
This very minute I am writing a new book, but when its ready to go, Id like to have a
sense of how to market it in the context of my other books present and future. This
is something I have never done. Each one has been separate.
522.
Time & money
523.
To be able to reach more people .
524.
To have agents selling our products on commission basis only, we think it would be
great, because word of mouth like in MLM works well.
525.
To meet more people. Time, I am not focused, have to many irons in the owen.
526.
Too early and not enough capital and time available
527.
Too early to determine.
528.
Too many to list As mentioned several times, I am doing a substantial revision and
re-development of our marketing strategy, and have been waiting until Im further
along before implementing some of the new marketing efforts.
529.
Trade publication advertising. Because I dont have the funds.
530.
True marketing management. A lot of tactics are happening in a vacuum not tied in
to strategy
531.
TV for top of mind and spread. Were to small at the moment and costs to are high
532.
unknown
533.
Unknown want a way to have clients show up without my direct effort so I can
concentrate on helping clients.
Page 759

534.
Unknown.
535.
Unsure newsletter? Seminars?
536.
Upselling, referrals, new productsall these letters take time and some creativity. I
never seem to devote my time to this. When I do, I struggle so much for so long that
it seems useless.
537.
Using the Press more effectively.
538.
Using the Press more effectively.
539.
Using well known actor/ actress that are admire by large sector of the community.
This will help to elevate our branding as we build the company and product brand.
Cost is one of the constrain at the moment.
540.
Video, streaming media on internal website, CD-ROMs to sales force and clients.
Lack of access to internal resources.
541.
Viral marketing on the internet.
542.
Visits to prospects in the middle east. Iraq situation.
543.
Want to be doing more upsell seminars. Need to develop a better upsell speech
and get into more events.
544.
want to be out going to banks to talk to lending officers about referring biz. to us.
also want to figure out how to do massive direct mail cheaply and effectively.
545.
Want to set up a database to contact past patients, start monthly newsletter and
offer new services of life coaching. Want to help people advance further and not
simply solve initial sets of problems. Also tired of insurance billing headaches.
546.
we are doing all those applicable to our industry
547.
We are impatiently waiting for launch then we will market vigorously.
548.
We have several ideas (one base on Icy Hot) but time is the limit. We are busy
doing, to keep going and have little time for development.
549.
We need a consistent, identifiable, quantifiable plan to move forward.
550.
We need to be doing direct marketing rather than institutional advertising. Instead of

appealing to the end consumer, we need to be recruiting dealers.
551.
We need to develop a strategy to be able to improve here.
552.
We need to establish a better system for gaining our personal introductions. This
have been a very effective approach for us, we need to develop it into a system.
553.
We want to do consistent and massive marketing if our finances allow us to do so. I

do know that as we increase our sales, a portion of the money will always be tagged
for marketing. We are planning on 5%of the gross revenue.
554.
We want to do two thing right now. Get our Email program going and it is only a few
days away from roll our. The Second is to engage a sales rep for our market
expansion area and we currently do not have the cashflow to do it. We hope to
iimplement later in the spring. As a side bar, cashflow is a problem for us due to the
seasonality of our industry (85% of our sales in ten weeks), Second problem is a
structural weakness, we cant finance our inventory through the banks and it is our
largest asset.
555.
We want to get out into the community and business community doing talks and
presentations to put a face on our practice and begin to brand our services. We are
not doing as much as we want to because we have not figured out how to
successfully reach those who set the schedules.
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556.
We want to learn everything that is the best in terms of marketing in order to grow
and offer the best quality of services to our clients and to the new ones. Because we
now are preparing ourselves to buy our new retreat and expand our company. And
we want the best as Tony Robbins does.
557.
We want to meet with nearby governmental agencies to allow us to provide drafting

services to them. We have recently made a first contact with consideralbe interest
being shown.
558.
We want to re-activate and improve upon our marketing activities, as the momentum
of the market is likely to dry up in the near future.
559.
We want to start pulling a bigger spec of client (higher business turnover say $3$10m+, but havent figured out how to find them, get in front of them etc.
560.
We would like to be endorsed by one or more Auto Dealer Associations. The reason
we are not doing is that most of the associations are managed by another agency
which often has no interest in endorsing us. Have wasted a lot of time with no result
so far.
561.
We would like to be sending letters followed by phone calls to a) businesses that

have been hire or purchase customers in the past to rekindle lost contact. We
havent done it til now because we havent mad the time. We have rearranged our
priorities so that this work is now being done.
562.
Web and email. It takes time and effort
563.
Web page and fax set up. Just do not have the time nor the expertise.
564.
Web site. Telephone follow-up. Both would benefit current customers, improve
retention, increase interest in other products we carry, and help us reach new
customers.
565.
Website, electronic and distribution material for marketing improvements, as we

have not yet found the right means in marketing our business effectively.
566.
Website, newsletter, mailings, joint ventures, endorsements, stronger referral

program.
567.
Weekly contact with clients and potential clients via fax ads, direct mail, newsletters,
and telephone. The more we are in their face the more likely they will think of us
first when a need arises.
568.
What I want to do is the joint venturing, but Im not quite sure how to set it up and
create a good contract
569.
What: Internet and advertising. Why: Time and money
570.
What: telemarketing, direct mail. Why: client education, bonding.
571.
Wide spectrum coverage using different tools of communication.
572.
Within Master Strategy #1, the 2nd layer of business building which involves layering
a master marketing consultant in-between myself and the marketing consultants
which each dealing with only 20 consultants at a time.Within Master Strategy #1, the
add-on / cross-sell products & services which are planned.And Master Strategies #2
+ 3.None have been implemented to date as we are a start-up business, and
following our strategy game plan, we must successful execute the Start-Up Phase of
Master Strategy #1 first which produces cash-flow in order to proceed to the next
level.
573.
Working on it
574.
Workshops and Presentations targeted at executives
575.
Would like to find cost effective cable tv ads, and also telemarketing. So as to reach
Page 761

a larger number of prospects, faster, and without the time intensity involved in doing
talks.
576.
Would like to offer training and consultation at their location. it is not being done and
there are only 2 schools in the nation.
577.
Would love to do radio advertising (in particular "live reads") but we just don't have
the budget for it right now.
578.
Writing time, no confidence in writing
579.
Writing articles for newspapers and promoting classes. I didnt think I can do this.
Now, I know, I can.
580.
Writing articles to build my reputation. Get blocked doing the writing, can speak it but
once I start to write I stop.
581.
Writing the copy for our website, space ads, and follow up e-mail and direct mail
letters. Right now, Im calling on wholesale vendors to see where I can get the best
quality, prices and fulfillment.
582.
Yellow pages. It is very effective and most of my competitors ads are not very good.
Page 762
Question 43. Describe Your Competition and any Effective

Marketing Strategy or Tactic They Use That You Dont.
Question 43. Describe your competition and any effective marketing strategy or
tactic they use that you dont.
1.
#1 agent does monthly newsletters (we are #2)
2.
? (2)
3.
1) More salespeople; 2) More advertising; 3) Extensive web applications
4.
1-800-dentist works for some, but it does not fit into my high end quality practice.
5.
A couple of marketing consultants use a web page which I dont use
6.
A new company is right on a main highway with excellent exposure (including an on

property billboard) to most of Tulsa's traffic. High priced real estate a mile from us.
(Location, location, location)
7.
Active sales force
8.
Actually, our competition concentrates on repetitious marketing, due to the fact that
they have deep pockets.
9.
advertising
10.
Advertising - expensive
11.
Advertising and public perception readily available or ubiquitous products
12.
Advertising in newspapers.
13.
Advertising regularly in the neighborhood tabloid as some of the other massage

therapists do. People have become accustomed to seeing their ads and come in.
14.
Advertising, e-mail , brochures.
15.
Advertising, Market Physicians, yellow pages.
16.
advertising, surveys, sponsor industry events
17.
Advertising,(big ads in yellow pages, TV)Cut rate prices Sign up with insurance
companies as network provider
18.
again seminars
19.
Again, I am about to reenter the business in another town. This questionnaire is

forcing me to look at marketing in a different way.
20.
Again, I dont have competitors in my local market that I am aware of.
21.
again, most if financing and price point focused, it appears the innovation comes
from manufacturers not at the dealership level
22.
All above in 42
23.
All competitors seem to have the same strategy. They are very quiet and you dont
hear anything about them. They have their old boys network, which I dont have.
24.
All forms of advertising media.
25.
All of our competitors are much smaller and weaker. But all are spoilers and all act
irrationally.
26.
All other home based businesses. internet marketing. radio marketing
27.
All other local real estate agents - don't know their strategy.
28.
All other marketing consultants. Web based permission marketing
29.
All over the map heavily commoditized and as such a hindrance to my efforts
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30.
all over the papers and news
31.
All use only the internet and hope for hits to their sites.
32.
Almost all of the other chiropractors in our area focus on pain treatment and quasimedical model practices. Many use print advertising that sells pain care. One,
whose marketing appeared to be most successful for a while was a multi-discipline
practice (DC/MD) was using drop boxes offering a free dinner and health talk. From
my point of view he was successful at bringing people to it because he did not make
mention that it was a chiropractic office I the promotion and they talked mainly about
the medical part of the practice at the dinners. We dont market pain based care
because we dont offer pain treatment services, which is what most people have
been taught to associate with chiropractic care. We are working on filling a different
niche and having difficulty in getting the consumer to recognize that niche even
though market trends show that they want what we have.
33.
Although this area is crawling with massage therapists (there is a major state college
of massage therapy right here in town), I have never really viewed them as
competition, because I offer a very different service than they do, and they attract a
very different clientelle than I do. (I put my focus on attracting my perfect
customers, and there seem to be plenty around.) As for what the other massage
therapists are doing and what I might learn from them regarding marketing, I notice
that they advertise a lot - and almost all of it to the mass market even! - which
seems to me to be pouring a lot of their resources into marketing to the "cold
contact" (and competing with everyone else doing the same thing!) - something
which I find both ineffective and unnecessary.
34.
Amazon.com sells a few of my products, and they have all kinds of great strategies.
I also regularly check out the sites of my smaller direct competitors to see if they
have added something that I need to imitate, but most arent innovators.
35.
Another small foundation. A very narrow and focused plan.
36.
Anthony Robbins, Brian Tracy. Email marketing, affiliate programs, magazine

advertising etc.
37.
any large and medium forwarder, including integrators
38.
As I've said, in the UK apathy is my competition.In the US, where my goal has been
to sell my software, I'm aware of one company which sells software, but their
website reveals very little, and they don't make it easy for visitors to initiate contact no free stuff, educational stuff to read/download.
39.
As mentioned we still are in the introductory stage, and probably we will innovate in
the business. Within my competition I admire the leader in the industry which is
omnipresent and we are just too small for that, but our strategies and possibilities
will make us a present company in many places with a small, really tiny budget.
That s what I have gotten from Jays insights. A truly guerrilla marketer. Smart and
Inovative.
40.
As of now, my market is very fragmented market. There are quite a few solo
coaches and a couple of small firms. Unfortunately, I dont even know much about
my competition at this time. I am doing business in Israel, and my Hebrew is still not
up to par. Over the next two years, I expect to develop a comprehensive
understanding of all the aspects of the market here.As for the peer-group aspect of
my business, I am not aware of anyone doing what I am doing, although it is
something that someone else can start easily and even surpass me rather quickly if
they are well connected.This is an area that deserves more study! Thanks for
helping me realize it.
41.
As of right now, I dont really have competition directly aside from all the clamor of
Page 764

the marketplace.
42.
-Banks they lunch and learn seminars, they have internet websites with lots of
information and they can form alliances with other companies to offer more products
and services. They can offer customer more choice and more information and they
make easy to do business with them. They also have brand recognition behind
them and loyal customers.
43.
Better access to the public i.e lists.
44.
better advertising
45.
Better lead follow-up. They call leads up rather than waiting for them to contact me
46.
Better website services, special services for high net worth clients
47.
bigger can offer great savings on price & variety
48.
BIOLIFE FOCUSSED MARKETING/ VITA USING PROMOTERS
49.
Cant think of significant competition.
50.
Cardboard, willow, wicker
51.
Cheaper prices (3)
52.
Chiropractors, nutritionists, alternative mdsdont know, other than the

pharmaceutical companies who spend millions lying about their results via tv and
magazine ads and withholding the true facts about the damage they cause.
53.
Closest competition bills per project vs monthly ongoing retainer. We feel monthly
retainer makes much better sense for the client plus it is much easier to build a
business around.
54.
Cold calling, sponsorship of holes at golf tournaments and other sponsorships.
55.
Cold calls, Newspaper advertisement
56.
Competitors are advertising agencies and PR companies, using mainly ads. Many of
them suffer from the recession right now, while my small overheads give me an
advantage
57.
Competition are IT Recruiting firms, other IT Consulting firms, large divisions of

technology companies. They respond to RFPs, have constant contact with client
base.
58.
Competition delivers sales training, they are utilizing internet advertising.
59.
Competition has faded away because people are now afraid to gather in large
groups because of 9-11.
60.
Competition is generally larger law firms unsure how they market. General
reputation seems to get their clients in the door, but often they then screw it up by
transferring the files to junior lawyers, overcharging, taking too long.
61.
Competition is larger, have more technical backup and have been in the market for
20 to 30 years.
62.
Competition is not effective according to their comments, and the comments of the
customers that switch to me.
63.
Competition is other more well-established coaching practices. Their websites are

better, theyre doing online seminars, theyre directing marketing to distinct niches.
64.
Competition is primarily corporate. Im not sure what their strategy is.
65.
Competition is rather chaotic as the market itself is very chaotic and disorganized.
Finding a competition that is constantly successful in Polish market will be a topic for
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this year.
66.
Competition range from large multinational telcos to small resellers - some seem to
be quite effective with direct mail and seminars
67.
Competition sells junk dirt cheap by hype and burns clients by the dozen.
68.
Competition use brochures and sales staff
69.
Competition uses an abundance of direct mail marketing, infomercials, and largescale upsell events to market. I do not use much direct mail marketing, do not have
current plans for an infomercial, and have not quite broken into the large upsell
event status. However, I do have a contact who is going to work on brokering me
into smaller upsell events.
70.
Competitors manufacture or sell some similar products to ours and lower prices.
Have a better network of distributors.
71.
Competitors, especially the larger ones, use more printed materials such as
brochures, case histories, and written testimonials.
72.
Comprehensive electronic websites
73.
Contacts (M.P.s and pricing)
74.
Contacts, I have none. But my USP overtly compensates that.
75.
Co-op marketing, but were working on it.
76.
Co-op marketing, but were working on it.
77.
Dedicated Account Executives to particular accounts my company is small so I

cant afford the overhead.
78.
Deepak Choprah, Tony Robbins, Osho Commune, Kripalu, Great Yoga

Communities. They are all well knowing, they have money and they apply military
marketing.
79.
DEPARTMENT STORES - large newspaper ads, TV ads MALL LUGGAGE SHOP mall customer traffic past their doors OUTLET STORES - image of discounts, even
when we beat 'em on price
80.
Describe your competition and any effective marketing strategy or tactic they use
that you dont So far I havent paid much attention to the competition.
81.
did not analyze others marketing strategy.
82.
Direct competition would be individual ad agencies working with one client.
83.
Direct mail/sales letters. Although I fully expect my letters to be much more effective
than theirs, since most of them write brief features-oriented letters or simply mail a
product brochure.
84.
Direct mailers to new households better radio ads
85.
Direct solicitation by sale staff (knocking on doors)
86.
Discounting their products
87.
Distributors on commission
88.
diversified artists
89.
Don except for yellow pages.
90.
Dont know (9)
91.
Dont know if it is effective, but a handheld publication is virtually giving away

advertising in a new launch to build credibility.
Page 766

92.
Dr Fred Grosse Real Training Howard Brinton Winston Marsh Julie Ryan Have
years of experience in coaching and training to refer to.
93.
Educational seminars & tradeshows
94.
email
95.
Email list.
96.
email newsletters and ezines
97.
Every artist that sells regularly, use of gallery
98.
Everyone else in finance More name recognition
99.
Experience based marketing (seminars, testimonials, referrals)
100.
Family owned construction firms that mostly chase the bid market which is who
ever makes the biggest mistake gets the work or cost plus zero and all you can
steal. Some dont do bid work but their strategy and tactics are not apparent.
101.
Fancy seminars
102.
Fledgling but most have websites, customers, literature only.
103.
Focusing on a specific ncihe and becoming known as an expert in a particular area

of coaching
104.
Franklin Covey. Nationwide advertising and coverage.
105.
Free evening seminars, referral fees, conference calls
106.
Free moving vans, talking mailbox, recorded ads
107.
Free seminars is the only thing I can think of.
108.
Full time sales people but I really dont think they are that effective. Ads in the local
business journal, again I dont really think they are all that effective.
109.
generalist recruiting consultancies picking up some of our target niche market

contracts through local physical presence (in some instances theyre where were
not)
110.
aggressive web page Alliances
111.
Ginos mass mails every year! Millions of invoices probably, with a very small
conversion rate.
112.
Giving Bundt cakes for referrals! (Wolfson)
113.
Good internet presence. Present in different geographies.
114.
Groups of people with common interests.
115.
Have seen classified ads, websites and email ads for similar services
effectiveness unknown.
116.
Havent studied this enough to know.
117.
Here in Poland I have one direct competitor... who copies most of marketing from
me his site, his adverts, even his articles look as mine year or two ago. He is
growing he do as I did but I'am way ahead of him. Then i have some indirect
competitors like sites of print magazines about marketing. But none of them teach
practical marketing for small biz it's just publishing about marketing for managers
etc. news and trends as I call it. Their e-marketing is week, but they have much
bigger wallets and can put big campaigns in action. Still they don't do it in cost
effective way just institutional advertising.
118.
High end Direct Sales force that goes to the sites of premier clients around the
Page 767

country.
119.
Highly established companies with well developed market positions. They use a
variety of well established routes to market to create their volume, either direct or
through distribution channels.
120.
Historically, they have made better use of face to face meetings. We have
increased our use of this tactic with the hiring of an individual with many years
experience who prefers this method of sales, as well as increasing the technical
knowledge of other marketing staff, allowing them to do sales. Having our base of
operations in Houston provides us with a huge advantage here.
121.
Hmmm one of our competitors already has a impressive list of references, are
recognized by Forrester/Gartner as important runner up and were not even on the
radar screen. Must act swiftly and effectively in 2003.
122.
Holland And Barrett, a major retail chain, continually discounts 50% off
123.
Houses priced at a lower price with bank financing.
124.
Huge ads and massive postings to there customer databases.
125.
I am in a business whose main services are copy cats of each other. That is the
services provided by each of the cash flow brokering houses does not differentiate
from one another.
126.
I am the only one doing asset protection specifically in about a 50 mile radius,
besides a few attorneys dabbling in it.
127.
I believe they use pressure sales tactics.
128.
I can name one they use that I do NOT want, namely, price low-ballers
129.
I can think of lots of competitors. I cant think of any particularly effective marketing
strategy they are using that we arent.
130.
I do not know (4)
131.
I do not know-but I need to find out.
132.
I do not see my competition using more effective strategies
133.
I dont have a good handle on the competition.
134.
I dont know how effective it is, but the big producers mail out and advertise in the
large Homes Magazines and in the Newspaper. It does get their name out.
135.
I dont know that they use anything we dont.
136.
I dont notice that we have any direct competition out here
137.
I dont truly know of anyone that does what I am doing because I am not a collection
agency nor a lawyer. As far as I know, my concept is so new and different, I dont
have any competition.
138.
I have NO competition on the products that I created.
139.
I have no competition. There is no limit to the number of books people can enjoy.
140.
I have none
141.
I havent studied them muchWhat I do know is that no one really markets at all in
this field. They seem to wait for developers or landowners come to them.
142.
I honestly think they do the same thing.
143.
I see our real competition as the big boys Microsoft, Oracle, and those wellfunded marketing programs that they support, selling to executives who often are
more risk aversion-driven than by performance differentials. Their strategy is to
Page 768

trade upon their established name, reducing the perceived risk, while increasing the
cost as well as the likelihood of eventual mission failure.
144.
I think most of the competition is doing the same things we are, maybe less. I also
think we need more definition of our target markets so we have a clearer idea of who
the competition is.
145.
I think my competition have a better visibility due to their extensive use of large
LISTS.
146.
I think that there are people out there who are better at bringing in people over the
internet...the Concorde group, innetek, etc
147.
I think the market about the more limitedway we used to before adding #42
148.
I think they all do basically the same thing. Some do a better job of utilizing
telemarketing, other do a better job of regular mailings and other simply present to
key users more often.
149.
I.T. Equipment:- Showrooms in central locations frequently by equipment buyersFree punctual delivery- Easy credit terms- Ability to sell to fellow businesses (B2B)
in central locationsSoftware:- Customization (re-programming)- Deep discounts, to
buy markets, for first-time buyers- Third-party special-interest software developer
support.
150.
Im not aware the they do any thing differently
151.
Im not really aware of my competition.
152.
IBM and they have a massive marketing presence.
153.
In a market where no-one does any marketing very well, there is no real competition
154.
In our rural area, we have very little competition.
155.
In process of analysis presently.
156.
In telemarketing our competitors do research that is published in a media or even

TV. They get freer PR. We have no stuff to support these activities. I the seminar
field our competitors sometimes do events with may parties participating thus create
a filing that they organize big events. In the consulting field our competitors provide
more complete service than we do. Reason? I do not want to hire additional people.
157.
Independent consultants and small consultancy practices
158.
Indirect competition from other sleep systems, other water systems. Other nutritions,
other MLM companies
159.
individual artists participate in outdoor art fairs; sell work at starving artist prices;
portrait commissions for doctors & lawyers; writing articles for national/international
art-related magazines; hanging out with high-end gallery owners (geographic
proximity issue)
160.
Industry trade rags
161.
Infomercial Competitions TV Advertising
162.
Inside our art we have now have 70% of the market share. Outside our art there are
much larger competitors that take out more ads in
more magazine, do more
direct marketing, fancier catalogs.
163.
Insurance companies product does not have advantages over mine, but they do
advertize in high exposure media, like TV, magazines, etc.
164.
internet
165.
It sounds trite, but no one else is doing what we offer. They either sell equipment,
Page 769

are so huge that fees are in millions of dollars, or they focus on very specific security
issues. Were more of a smart general contractor. We conduct an overall security
assessment. We identify strengths and vulnerabilities. We recommend how to
address vulnerabilities. The client chooses their priorities. We help fix
vulnerabilities within our capability and guide clients to several resources for issues
beyond our strike zone.
166.
Joint ventures
167.
Ken Roberts and Larry Williams: Both do massive mailing and e-mailing campaigns
to attract customers.
168.
Large consulting firms have sexy brochures, tv ads, etc.
169.
Large franchise that spends lots of money on ads and positioning
170.
Large international franchises scripted telemarketing, direct selling to business
171.
Large internet presence
172.
large pet ware house sells live animals
173.
Large yellow page ads, newspaper ads, direct mail.
174.
Larger consulting firms rely on their proven track record in large numbers of
customers.
175.
Limited use freeware
176.
Link with an industry body ie preferred supplier status
177.
LoJack is not a competitor in our industry sector, but they have a less superior
product for cars. They marketed very heavily to police forces across the country to
get buy in and recognition. The product doesnt even work that well but yet they are
in only 18 states and are $130 million company. They also market a lot on the radio.
178.
Lots of advertising which I cant afford.
179.
Lots of marketing competition on the Internet right now. People think it's easy to just
start selling eBooks on marketing I guess. My *real* competition has just been at it
longer than I have. They have better "branding" out there. It's going to take time but
I'm looking for ways to speed up the process.
180.
Lots of one man bands, accounting companies, government advisory services, the
internet, books, and they use lots of different methods, seminars, websites, books,
programmes, strategic allicances, advertising, for example
181.
Lots of realtor relationships.
182.
Lower prices
183.
Lower quality, and cheaper prize
184.
Lowest price advertising
185.
lying
186.
M&A for the biggest firms. They have connections with many business people and
they get big clients. (I work mostly with small clients).
187.
Mail shots, reports, using research to be first to produce the product, proactive
analysis of what is needed on the market, Relationship building with customer
outside work time, networking, catchy adverts etc.
188.
Mainly mortgage brokers. Dont think they do too much. For the most part they are
focused on a single transaction and disappear.
189.
Major publishing houses, bigger ads, bigger direct mail campaigns to demographic
Page 770

lists and good distribution as well as book tours.
190.
Marginal net worth, risk reversal
191.
Market not that advanced. Only issue , one DC uses value pak
192.
Marketing in the specialized magazines. Writing personalized detailed selling letters.
193.
Massive advertising in the newspapers and magazines.
194.
massive mailing (to expensive for us) or direct recruitment of students in school (we
do not have that access)
195.
Massive radio and tv advertising. It must work for them, they keep doing it.
196.
massively funded; use mags, tv, control over the retail store in which they sell their
clothes, celebrities to endorse product, etc.
197.
Md and they have drug company to back them and their MIRACLE CURE but in
chiropractic we have to do it all alone
198.
Medicine has a big budget and they do a great job of brain washing people to think
health comes in a bottle and they now have their comsumer based tv ads that give a
false sense of help that they can provide.
199.
mega national ad campaigns; referrals, Purchasing of leads
200.
Microsoft does a fantastic job of emailing prospects about all aspects of their
products and services and has presented them nicely in several forms (one can get
an in-house solution with Great Plains or buy only what they need with an ASP
called bCentral)
201.
Modern technology
202.
More advertisements that are done frequently by our competitors who are much
more well established
203.
More advertising
204.
More customer contact
205.
More effective direct sales. Use of web and email
206.
More immediate (online) pricing is the only strategy that they use that we dont.
207.
more personal contact
208.
Mortgage side: major lenders and national/regional advisors ad campaigns in

various types of media
209.
Most advertise on TV and Radio & newpapers, mainly just branding
210.
Most are much larger and many of them have ezines.
211.
Most are regional competitors whose main focus some times seems more towards
the obtainment of the actual volume versus profitability. Usually to keep their major
oil company suppliers happy so that they will continue receiving marketing support
dollars and special pricing rebates.
212.
Most employee benefits providers compete on the basis of the price of the insurance
products in a benefit plan. My approach is qualitatively different.
213.
Most go direct to end clients expensive but can be effective
214.
Most local competitors use the same or less.
215.
Most major competitors have paid staff and agents
216.
Most of my competition uses price as their only strategy or tactic.
217.
Most of our competition are much larger businesses with substantial staffs and real
Page 771

budgets. They buy billboards and give away appliances and build subdivisions at a
time, rather than just one house.
218.
Most of our competition compete on price and spend the overwhelming majority of
their marketing budgets in print advertising.
219.
Most of our competition have more salespeople in their offices, are able to throw
more $$ at marketing.
220.
Most of our competitors are active in more than one market and the foundry maqrket
for them is only a fraction of their business, while we concentrate 100% in the
foundry market - which appears to be a mistake.
221.
Most of the competition that I am competing against have web-sites and sales
forces. We are trying to develop a web-site and dont think we are ready to
effectively deal with a salesforce.
222.
Most of the good ones know how to network well, I dont.
223.
Most of the other competition do generic local advertising ( coupons, show exhibits).
I know that a few use their client base to market to well, via postcards, e-mail etc.
224.
Most people operate pretty much as I HAVE, which is why Im soon going to have a
very strategic advantage.
225.
Most PR companies have a full time business development person who usually has
target lists of prospects and arranges meetings or does direct mail. Some do
roundtable discussions with a Washington official. Some do limited advertising,
such as on NPR. Some position their leaders as experts. Many hire high-visibility
people with specific issue experience and then tout that experience to businesses in
that area.
226.
Mostly, other Realtors that have found success here do so with consistent follow up
systems and by bombarding their market with fliens, phone calls, fliers, scratch
pads, magnets and their larger Real Estate Newspaper advertising. Many also use
bus benches for branding purposes.
227.
Multi national marketing to multinational at a higher corporate level.
228.
My biggest competition advertises in a Meeting Planning Directory and has a booth

at the trade show. Also has a big event each year featuring their speakers. I dont
have this kind of budget.
229.
My competition are large companies such as Air Miles and Gold Points. Air Miles
does a lot of ads. Gold Points is word of mouth.
230.
My competition are the gurus and all the seminars they promote.
231.
My competition comes from another designer who published a real world book on
rearrangement design, from about 20 people who offer expensive seminars on doing
it as a business. I have only one book competing with the one I am currently writing
on the art consulting business. Free tips that designers put on their web sites are
somewhat of a competition, because some of them give away information I have in
my books.
232.
My competition competes with price only. They are fighting each other with price
(being the cheapest). I do not play that game.
233.
My competition has name brand recognition that I do not. It makes it difficult to get
the first appointment, and even tougher to make the sale. I need better tactics or a
marketing strategy to overcome the lack of brand recognition.
234.
My competition in copywriting use telemarketing to a much bigger extent than I do,

but I do not think they get more from it than I do. They also do direct marketing,
Page 772

which my company cannot afford right now.
235.
My competition is Bourbon (France), Tate & Lyle
236.
My competition is doing the same thing they are sub-optimizing thats where I want
to take advantage.
237.
My competition is every New Age author who writes about a personal issue, and the
ones who are most effective at marketing are the ones who get out there and
promote the books. I have not been able to do that in the past, and will be able to do
it in the future.
238.
My competition is in my head.
239.
my competition is internal employees that might try to create a database

application themselves
240.
My competition is large publishing corporations who already have a web presence

and large customer base. Their tactics involve: Mass mailings to their large
customer base. Free trial offers to newsletters Free research reports with newsletter
subscriptions
241.
My competition is varied, depending on the software solution. I dont know what

effective marketing strategy they are using.
242.
my competition seems to be hired out of habit, not results. In other words, none of
their clients ever have any glowing reports about their results, but they continue to
use them.
243.
My competition tends to be accountants seeking full-time work as the CFO. I

believe Im much more effective at marketing than any of them Ive seen.
244.
My direct competition at market arent doing what I am so Im ahead there.As for my

wholesale competition, it is not until 2004 that Ill be focusing on that and building
that side of the business. Im still researching it but my current wholesale clients
(who approached me) all tell me Im doing more than their current suppliers. They
particularly like it that I rotate stock and phone up to initiate it. Still a lot to learn here
as I dont have a retail background.
245.
My key competitors are big companies with big budgets and can afford expensive,
glossy sales literature and multiple costly mailings and follow-ups, where I cant.
246.
N/A (9)
247.
National advertising , Supermarket retailing
248.
Nationwide name recognition
249.
nationwide presence especially for shipping purposes. Many time use loss leaders
to secure an account.. willing to lose money the first year. They may have more that
they can risk than me.
250.
Neighboring local authorities manage their brand better and promote their services
more effectively.
251.
Networking at the highest level of management where they have connections
252.
Networking with friends and past employers
253.
newsletter, speaking, referral sources, charity work, advertising, public relation
254.
Newsletters, exhibitions
255.
Newsletters/Seminars are my biggest concerns
256.
Newspaper and telephone advertising.
257.
nil
Page 773

258.
No competition
259.
No competition.
260.
No competition. We are the only ones in this space.
261.
No direct competition in the repair end of my business. I have a unique niche.

However on the sales side of new products my competition has more sales
personnel and some of more direct lines to parts. I may have to go through them
instead of going direct to the manufacturer. Most of their advertising is catalogs and
fliers printed by the furniture manufacturers they represent. Some have fliers on their
counters that they print up. Some of then run institutional ads in a business journal
newspaper.
262.
No financial planners are marketing well in my area
263.
No idea
264.
no known direct competition. Secondary competition is other media and online and
email newsletter competing for audience time.
265.
No one else I know of approaches marketing strategies that Ive learned over the
years. At least not locally.
266.
No one in my market segment is doing any more than I am now. Some have been
doing it longer. Very few are doing anything.
267.
No one is really doing what we do in any major way
268.
No real business competition. There is plenty of room. Biggest hold back is dealing
with people too scared to take a chance or too lazy to sieze and opportunity.
269.
no strong marketing program
270.
None (13)
271.
None in the dental field
272.
None of consequences or piecemeal and without the training I have gained. I could
own my market if doing something.
273.
None that Ive seen
274.
Not as effective as we are in service. use newspaper ads very efficiently.
275.
Not aware of any effective marketing
276.
not sure
277.
Not sure -- nobody very close in our area geographically.
278.
Not sure there arent that many successful folks as I see them - - I figure this is a
great opportunity for us to grow before the other guys do
279.
Not sure of their strategies; however, larger competitors utilize sales forces
280.
not too familiar and up-to-date with this
281.
not worth the rime
282.
Nutrition web sites appear to be effective. Our web site is nearly done, but will need
refinement.
283.
Offering game consoles with every handset connections; matching the offer of any
other distributors.
284.
One competitor has a close lobby marketing strategy with high-level government
officials, whereas the government is one of the potential customers or a link to
potential projects of international financing bodies.
Page 774

285.
One competitor is able to turn projects around in a day. I dont offer this service.
286.
One large competitors sends out over 1M pieces by mail every year. This seems to
keep them in their clients and prospects faces constantly. As we are a local
company, and they an international one, we cant afford to send out mail. Email has
proven effective and cheaper.
287.
One major player changed the face of banking. They are competing with television
advertising. Seen as a household name.
288.
One of my competitors flies out to visit their customers far more than I do.
289.
One uses fax display advertising. A few use discount coupons. Pretty weak, huh?
290.
Online games for dyslexia.
291.
Other business consultant dealing with China. Probably ads, join the China council.
292.
Other chiropractors are marketing to Attorneys via lunch and learn mini talks,
thereby generating referral relationships.
293.
Other clinicians are competitors. I am not aware of their strategies
294.
Other coaching organisations, Telemarketing and direct mail
295.
Other consultants, networking, larger mailing program, cold calling
296.
Other consultants. They are better in internet marketing.
297.
Other consulting firms
298.
Other doctors and educators but nobody actually combines these two things the
way I do
299.
Our best competition is better at followup than we are.
300.
Our biggest competitor would be Ernst Young (big 5 firm). Their biggest single
marketing tactic is an annual Entrepreneur of the Year award. They advertise for
applicants, so they can get in front of successful business owners to sell their
services. Smaller firms are very reactive, and rely on referrals or personal contacts.
301.
Our competition are only the largest in the industry. The have the resources that we
dont. Still trying to sort thru what they are doing. That have huge staffs and budgets
that we dont.
302.
Our competition does not advertise. They are simply available in retail outlets. If we
were, we would sell a ton
303.
Our competition doesnt use anything else that we are not using as far as we know
304.
Our competition is generally better at maintaining more regular contact with clients.
They also seem to be better at expanding their relationship with their clients with
new products/services.
305.
Our competition is not as focused as we are in making it easy to do business with us

and provide high levels of support.
306.
Our competition is the other performing comedy hypnotists in the USA. The niche
we want to reach is the high end contracts colleges, large venues, large fairs. I am
not sure how they reach these contacts most likely through their agents/managers.
307.
Our competition lies in three areas:in-house people within education serviceslarge

education consultancies with a wide variety of associatesspecialist education
consultancies who are usually one or two people with a specialism that overlaps with
ours.In first example there is no strategy.In second the huge consultancies have
strong personal contacts at government level and get first crack at large tenders.In
third our main competitor made their publishing arm their lead product and have built
Page 775

the consultancy on the back of the publications over a period of 10 years. All of their
publications are sold through direct mail and they have a very loyal and strong
database. We are much weaker on this.
308.
Our competition seems to have taken good advantage of being the first one in the
market to offer an Internet website solution of car dealers. We cannot do anything
about it so we are trying to get endorsed by an Auto Dealer Association.
309.
Our competition, to our estimation has no strategy and their tactics are mainly yellow
pages.
310.
Our firm of 25 can handle all your problems
311.
Our industry (ATM industry) is very amateur and I dont see anything that takes my
breath away.
312.
Our main competition supplies the oil industry with inexpensive shelters that only
last for a few years. They do it quick and cheap and the doors end up falling off the
shelters in a couple of years or the insulation starts to separate, peel and fall off
then the wellheads are unprotected from the cold, freeze and cause massive
damage as well as down expensive time (several hundred barrels per day at $ 30.00
- $ 40.00 per barrel) Usually the field personnel who bought those cheap shelters
have been promoted up and out of the field and their successor does not really know
how long the shelter has been around and thinks that they have been in service for a
long time and ends up buying the same thing from our competitors in a couple of
years. Nobody really realizes how expensive this process really is and that there
really are not any savings.
313.
Our most formidable competitor make better use of their website. They also have
stronger host-beneficiary relationships, one of them is a relationship that our
company turned down. Our competitor also likes to play the price game and often
wins on beating our price.
314.
Our principle competition, only run ads in the same publications they have for the
last 20 years. They have no real effective marketing plan. When sales slow down,
their marketing plan is to add another salesman.
315.
Parker Hannifan size & scope offered by a large organization

best products great distribution
316.
Partnership with very well-known specialized web-site
317.
Postcards are sent out monthly.
318.
posters in schools creation of an association for student council advisors
319.
Previously mentioned: more convention attendance, seminars for physicians, more

advertising, more promotion, more reps in the field
320.
Price cutting
321.
Price is the only differentiator for everyone else. Its why we can grow at will.
322.
price orientated
323.
Pricing as the primary competitive strategy which for most of the public is effective
324.
Pricing is very low/ Or increasing the price and giving 2 for the price of 1
325.
Primarily single service providers. Most of them no special marketing strategy or

tactics NB: We use single service providers as joint venture partners for relevant
assignments they are mentioned and their service described on our web domain.
We take 12,5% of invoices amount for the first project they are involved in via us,
and 7% on consecutive projects for the same client (even when they are
approached directly by the client). If they try to cut us out on consecutive jobs and it
aeroquip the
Page 776

comes to our knowledge, we simply remove them from our web domain and find
another provider of the same service. Service providers market and operate their
businesses totally independent of Body & Mind Foundation, mention on our web
domain is free, and assignments via us are a bonus for which the did not have to lay
out any marketing time or money.
326.
Print
327.
Print and radio ads direct marketing
328.
Produce their own leads of high % of satisfied front end product customers.
329.
Public relations press releases continuously.
330.
radio ads
331.
Radio and Television informercials they have the bucks to bankroll things, I dont.
On the Internet: most of my direct competition for weight loss pays BIG BUCKS to
be at the top of all the big search engines. All that poop about optimizing your
listing is a load of bunk and the people promoting it are making a lot of money selling
hope in the form of a download e-course or software that doesnt have a snowballs
chance in hell of delivering the result. If you want to optimize your listing WRITE A
CHECK, youll be #1 in an hour, anything else is like believing in the tooth fairy, and
then when the fairy doesnt show up, just pulling another tooth and hoping for the
best.
332.
ready to deliver on spot; low price; be at all major trade shows
333.
Reciprocal links bringing in targeted traffic without added work or expense. Joint
venture partnerships involving mutual endorsements of each others products and
services.
334.
Reciprocal links bringing in targeted traffic without added work or expense. Joint
venture partnerships involving mutual endorsements of each others products and
services.
335.
Referralsthey have been in business longer, and are able to get more personal
referrals & can do mor direct mail marketing
336.
Registration with centralized government purchasing agency , which gives huge

annual business . This area we have not been able to tap successfully till now.
337.
right off, there aren't any that I am aware of
338.
Risk reversal they dont charge so much for their software up front and instead
count on support revenues to make up for the initial revenue lost from this method.
They come to market faster with solutions that are not as functional and sell on the
idea that it will get better as time goes on., although it never does get to the same
functionality level that our software has.
339.
Road signs, signs on cars.
340.
Sales force
341.
Sales Reps
342.
salesman on commission who are always on their toes with clients .
343.
Same old mailing, faxing, e-mailing and trade shows
344.
Same old, same old! Letter box drops, signage, window displays, discounting, cold
calling
345.
Same products, different location, with a Cash & Carry element.
346.
same things I do, just more of what I do
Page 777

347.
Search engines
348.
We are the only of our major competitors that dont actively brand our overall
corporate brand name linked with our overall capabilities. We market our brand
name linked to each of our individual business units and product lines, not by overall
company. This must and will change.
349.
Seminars, yellow pages, web sites.
350.
Seminars.
351.
Seminars. I personally dont want to run seminars on marketing. There are plenty of
good people doing that already and I wouldnt enjoy it. Writing lead generating
books.
352.
send sales people down the street to sell the goods
353.
Several clinics are directed by PhDs and can take all types of insurance and some
offer sliding scale prices
354.
Several competitors discount and then bury a service charge somewhere.
355.
Shell Global Solutions/DNV. Give away software to customers using large amounts
of consulting services.
356.
Similar size shops, we all do the same
357.
Since Im still getting cranked up, I havent done anything but word of mouth. But
most of the folks in my category are using newspaper and direct mail. Their problem
is that theyre using mail services that send out template letters. I plan to write my
own copy, both in direct mail pieces and the website.
358.
Since they have more marketing dollars there seems to be greater use of all
medium use ie ads, radio, internet using more search engines etc.
359.
Single practitioners, accepting more insurances than I do. Group practices who
offer evening hours and weekend hours., single practioner who sees many patients
an hour,
360.
Slick egotistical ferrari-driving boasters, who spend a fortune on print advertising and
glossy brochures. (I am told, to diminishing returns ... The Australian public has
always supported the Little Aussie Battler.)
361.
Small business consultants, seminars and selling products
362.
Small companies, price discounts and lower prices against our proposal to win
business.
363.
Small to mid size training groups or companies that do cheap large group seminars Its a fight for the wallet the concepts are not the same
364.
Small town Attorneys. I dont think they have any except for the typical yellow page
and TV advertising.
365.
Smaller to much larger marketing agencies in our backyard or on either coast. Not
sure specific competitor tactics.
366.
Snail mail promotion (too expensive), personal selling (not enough staff)
367.
So far I havent paid much attention to the competition.
368.
Social farming playing golf, joining the club, etc
369.
some ads, some wining/dining of clients, etc
370.
Some are hiking rates in large urban areas and giving services away in smaller,
remote areas to buy the business. Several have a much larger footprints (branches
in 35 states; were in four).
Page 778

371.
Some are resorting to direct advertising. We think this hinders the process,
preferring a much more subtle approach (ie sharing a well kept secret!)
372.
Some are using email newsletters and I imagine they are generating some sales
along with providing info
373.
Some competition but they dont advertise much just word of mouth or they sit and
wait for customers
374.
Some have more sophisticated POP materials that we do not presently have. Most
of our serious competitors are 10 xs our size.
375.
some have written books or have put on events
376.
Some insurance companies use direct mail and other advertising.
377.
Some list a host of the ancillary services in the Yellow Pages: Resume on-line,
Interview coaching, grooming tips (if necessary.)
378.
Some of my competition uses discount coupons ie. $25 off of a $200 or more
custom framing order. My other competition uses a marketing of award-winning
designs with the top personnel.
379.
Some of my competitors have developed a more concrete relationship with

Contractors and are offering Design-Build packages to the Client. In my opinion, the
jury is still out on whether this project delivery method best protects the Clients
interests throughout the life of a high-end residential project. Some Clients prefer the
convenience of one-stop-shopping.
380.
Some of my competitors have established relationships with large corporate chains

of restaurants/hotelsI have not invested the time or effort yet.
381.
Some of our toughest competition is getting customers because of their prices. They
have websites that are not professional looking, but they have good customer
service as well (from what the reviews say).
382.
Some of the competition use a lot of misinformation. This is an acceptable strategy

in our minds.
383.
Some of the veteran manufacturers agents I compete against are able to take title to
their products and do a purchase - resale, thus enabling them to set their own prices
and profit margins.
384.
Some of them broadcasted on national radio, but they are broke already, and the
others operate on low marketing efforts, because they exist for 20 or 30 years and
are 'known'.
385.
Some of them have an effective search engine strategy. I'm clueless when it comes
to SE's.
386.
Some offer Live events Something we have planned, but not yet implemented.
387.
Some other coaches use email coaching
388.
Still researching and studying their operations
389.
still researching competition
390.
Strong website presence that describes the value of the technologies and the
company.
391.
SuperCuts is the most direct competitor. Yes, they have a NASCAR sponsorship,
as does Great Clips. Not sure how effective it is or whether its an ego thing with
them. We get some benefit from their sports sponsorships since most people in our
markets associate haircuts and sports with Sport Clips.
Page 779

392.
T.V. advertising not sure of its efficacy
393.
telecheck and other ISOs. they usually from what I gather send out postcards to
new business, and have sales reps like myself . although Im and independent rep.
394.
TeleCheck, a national company, uses a direct sales force, who visits all new
businesses and the company mails to all of the new businesses.
395.
Telemarketers and closers.
396.
Telemarketing
397.
Telemarketing and seminars
398.
Television, newspaper
399.
The Big 4 accounting firms. They have name recognition whereas I do not.
400.
the big telcos but they do not promote their service at all.
401.
The bigger skin care companies that already have solid position in the market .They
use TV commercials on marketing tactics while we dont.
402.
The biggest gun in the industry has a team of reps that go out and do a lot of
corporate entertaining (seats at the Australian Open; boxes at the Grand Prix;
corporate seats at the football and cricket; etc.) We have gone a small way down
this track and purchased seasons tickets to the football and have invited suppliers
and customers to attend but we havent made a big deal of it. Nobody else does all
that much that were aware of.
403.
The competition does not use any strategy that I dont use. At least that I am aware
of
404.
The competition includes Childrens Hospital that benefits from the nationwide
Childrens Miricale Network Memorial Day telethon.
405.
The competition is from people looking for a job as a Telemarketing Director. I have
to change the mindset of my potential partners who may want to hire a paid
employee rather than have me as an independent partner.
406.
The competition is other suppliers of ready-to-eat meals and sauces and marinades.
However, none of them offer authentic Caribbean cuisine. This is a family business,
and the food is authentic. There are local facilities available for production and
freezing of signature food items.
407.
The go to HIMSS (Health Information and Management Systems Society) meetings

where they compete for awards which provide them with priceless publicity.
408.
The Internet Markeing big boys. They do what I do buth they do more especially
joint ventures and teleseminars and live seminars
409.
The larger full service brokers have a very strong relocation department that many
inbound buyers to the area find out about and utilize.
410.
The only people doing this in germany are for example chambers of commerce or
US Commercial Services amd they all work free of charge. I dont really believe they
have a strategy
411.
The only similar one uses limited T.V. ad exposure
412.
The real estate business is ripe with competition at this time the internet business is
not.
413.
The Sharper Image they spend millions on TV/Radio advertising.
414.
The size of their company and the size and quality of their national references.
415.
Their advantage is that they have staff pathologists but not a superior product.
Page 780

416.
There is no tactic, that is known-for me.
417.
There are a number of publications in this area. A weekly paper, a daily paper, and
a number of monthly niche oriented publications. One of the publications offered
one of my clients a free editoral if she would write it.
418.
There are a only a handful of financial advisors that do what we do. At this time, no
one does it as well as we do though. My concern is that there are a few companies
that have major financial backing i.e. 123College.com, is now developing a strategic
alliance with Kaplan Test Centers. This could be a problem!
419.
There are one or two top producers in my field who rely on others with less
knowledge, expertise and experience to bring prospects to them.
420.
There is no competition in my city. Y2Marketing comes the closest as they utilize

some of the same principles.
421.
There is no competition to telling the truth
422.
There is no direct competition. What I have created is, within the UK marketplace,
unique. Thats one of the problems. I have to convince people the service is
needed, as well as that Im the one to provide it.
423.
There is no other firm in this area approaching financial planning in the way we do.
My competition is the standard financial services firms such as Merrill Lynch and
Dean Witter.
424.
There isnt any real competition for the Foundation services, but books are marketed
aggressively
425.
They advertise, we dont .
426.
they all have husbands that support them one of a handful of FS consultant on
ownx
427.
They are able to use mass marketing.
428.
They are big and sluggish. I am small and fast. They are loosing money .
429.
They are big companies that arm-twist their clients into a sale. They use lobbyists
and any and every strong-arm tactic imaginable.
430.
they are established players with many more resources than us and use our size
against us.
431.
They are selling stuff or on price, not interested to go there.
432.
they are the big five, and at the opposite, all old managers waiting their legal age to
get retired. The first sales a big company, while the second sales cheap price
433.
they are truly dishonest. hit and run artist.
434.
They break the law and pay for the business that they receive.
435.
They can do lunch in Los Angeles I cant
436.
They clean ring for free. Some are using the Internet.
437.
They do classic face to face sales with the big boys.
438.
They do live seminars.
439.
they do mass mailings
440.
They do more adds in industry magazines.
441.
They do more direct marketing through seminars and networking.
442.
they do not market themselves
Page 781

443.
They do not offer a money-back guarantee.
444.
they do the same as I do
445.
They dont appear to have any either
446.
They dont seem to be doing anything much differently than I am.
447.
They dont work so hard in telemarketing and comercialy
448.
they give a free report and a cassette on marketing.
449.
they go to banks and secure loyal referral sources- take bankers to lunch, golf, etc.
450.
They go to trade shows, have dealers, are in catalogs, endorsements from

associations, e commerce sites, sell on ebay.
451.
They have a bigger account presence at senior level
452.
They have a longer track record. Mine is a relative young company.
453.
They have a referral base.
454.
They have better agents.
455.
They have plenty of food on their vans and their food is very high quality
456.
They have written more books and have an online presence that allows athletes to
sign up for an online training course.
457.
They just advertise and focus on growth- not personal attention or education.
458.
They lie and this destroys their credibility.
459.
They lower their prices to try and take away our business. this sometimes works
effectively, but in the long run, we usually draw them back in after a less than
successful delivery which makes it even easier for us to sell
460.
They make it look more professional, even their effect is less
461.
They market similarly
462.
They must have a strategybut I only see their tactics
463.
They offer gift with purchase.
464.
They offer gift with purchase.
465.
they operate based on whom you know
466.
They seem to have a big advertising budget
467.
They seem to have access to CEOs and decision-makers that we dont
468.
They take more risk on the offense that our legal department prevent us from doing.
They low-road sell vs. our high-road principles.
469.
They use about the same approach except they try the low price game and i want
470.
They use commissioned sales people. They use fear- cardiologists and heart
surgeons.
471.
They use direct may high gloss materials that play to peoples concerns generated
by media or health concerns.
472.
They use extensive cold calling
473.
They use mailings.
474.
They use more networking and direct mail letters to solicit business. We use more
varieties of strategies and various forms of each strategy
475.
They use Sales Reps to pound the pavement in order to sell work. While this
Page 782

appears incredibly inefficient, it must be working to some degree because they all do
it (although many have gone out of business in the past year).
476.
They use the same or worse!
477.
They use yellow pages as their primary tactic.
478.
They utilize print advertising in the paper and referrals.
479.
They wait for the most part, some use signage
480.
They work cheap. Its not effective, but it creates competition.
481.
Theyre largely going out of business, so theyre not very successful marketers,
either.
482.
Tiger Claw is placing themselves in front of everyone by catalogs, website, and

magazines.
483.
Trade shows -- they have budgets and get quite a few leads
484.
TV advertising, and newspaper ads.
485.
TV & radio. However, they only use these for the message of low cost or
damaged credit. I am unsure how to implement these mediums to facilitate our
position.
486.
TV advertising
487.
TV shows, Radio shows and PR campaigns.
488.
TV, screening events, newpaper inserts, special events in office
489.
Unable to
490.
Unknown (5)
491.
Uses low price as means for the sale. Gets the sale, but doesn't translate into a
happy customer.
492.
Using their network of contacts to keep in forefront of minds and catch opportunities.
493.
Very few of our consultancy competitors have a strategy . The successful one
specialize in small niches. Our accountancy competitors have one big advantage.
They have lots of clients that they do basic tax and book-keeping work for. They
then try to upsell into services that most of them cant do well.
494.
Very good website with links to all mentions in the press for that particular product.
Online ordering of all products.
495.
Very little competition, although our fixed scanner in IL does have some competition
1-2 hours away. They try to undercut our prices and we offer a more
comprehensive list of services
496.
Very little recognised competition at this point in time as market is largely uncatered
for as mentioned elsewhere.
497.
Wait for business to come in the door and meet prospects on the golf course.
498.
We are better
499.
We are brand new and really do not have any competition in the area for the forex
market.
500.
we are small and our larger competition has a larger yellow page presence.
501.
We do not have any direct competition. Companys offering slightly similar relocation
announcement services in the residential market often use host-beneficiary and
OEM marketing on the Internet to market their services.
Page 783

502.
We do not use infomercials as some do. We do not have the kind of materials that
are conducive to wide mailings. Our web site could be easier to navigate. We are
working on all three. We have started a radio talk show with our lead Doctor where
he talks about our products in a generic sense and we follow up with their inquiries.
503.
We do similar things
504.
We dont believe in competition. There is more than enough business for everyone
in this industry. We tend to develop partnerships with other businesses. Some of
the things we see them doing is actively prospecting for new clients. They tend to
do a lot of networking functions.
505.
We dont encounter massive competition at this time - yet.
506.
We dont even worry about the competition. We can create our own market as
much as we want and can have the ability to handle all the business we want.
507.
We dont monitor the competition.
508.
We dont often lose a client, but when we do, its often because someone has
reduced the coverage provided and charged less for it
509.
We dont really have any direct competition. Chilmark and Legends who do pewter
and reproductions are our biggest competitors. They spend a lot more money on
advertising than we do, they also have reps that place their stuff. We had reps for a
while, but our stuff was so different that they werent really a help.
510.
We have a few competitors. They dont really do anything different from us.
511.
We have approximately 5 major competitors in our local market. All but one are
much larger than our firm. The larger ones use in-house seminars, local trade show
exhibits, direct mail programs and client entertainment.
512.
We have no direct competition because our products are not yet released but they
are totally unique.
513.
We have the only system which includes a physical portfolio. The competition has
books and a video. They focus on only one industry hospitality.
514.
We have two groups of who compete in some areas (direct competitor rather than
alternative spend competitors). All use direct mail for course advertising. One seems
to be pervasive in where he has set up host beneficiary relationships but the
quality of what he does is very poor (spread too thinly time wise).
515.
We honestly have never run into anyone that was a serious alternative. If they really
want what we do, there are few choices.
516.
We really dont have much competition due to our niche nature. There is not a lot of
money in our business, so competitors stay out or lose interest. They can provide a
cheaper service and occasionally they want someone who is local rather than a
company providing the tennis services.
517.
We try everythingwe see or hear about.
518.
We use what they use.
519.
web demos
520.
WEB sites with product or service focus.
521.
Websites like mine (a little less graphically pleasant) that have forums for people to
post messages and advertising. I dont have enough traffic to put up a decent forum.
522.
Well, there are lots of competitors. In the ecommerce website market, Yahoo Stores
has the Yahoo brand name that is fairly recognizable. They have a huge marketing
juggernaut.In website hosting, Interland is the biggest. They use direct mail and
Page 784

magazine advertising.I am not really worried about competition. I've found that with
my existing clients, they are quite satisfied with the quality of the service and
customer support. So the product/quality is there--I just need to refine and automate
my procedures and then implement the planned marketing methods.
523.
When our fellow accountants who only do compliance work try to retain their clients
by telling them they can do the work we do.and we know they cant.
524.
Winter programs, printed materials
525.
word of mouth, direct mail.
526.
World wide presence. Our mother company is International Paper. Marketing by

association
527.
Writing books
528.
Yellow pg ads, classified ads, mail paks, trucks with company name and number
529.
You probably know better than I .
Page 785
Question 44. Do You Have A Long-Term Written Marketing Game

Plan?
Question 44. Do you have a long-term written marketing game plan----if so, include
a written copy as an attachment with this questionnaire? How do you accomplish
your marketing goals?
1.
A mini version is stated in the beginning of this questionnaire. Accomplishments are

through follow/up and discipline only.
2.
A very aggressive multimedia approach
3.
Annually, I revise a year long plan go back and check it and laugh at how far off it
is
4.
As described above - and consistency
5.
B Weekly goals scheduled in my daytime
6.
Before I write up a plan I still have more material and information to piece together
but it looks like I'm about to start writing the plan.
7.
Began to develop 2 weeks ago. Attached.
8.
But it is all hand written as Ive been working on it this last 8 weeks. All my business
goals were turned on their head last December when my sister died so I reexamined my business and have re-prioritised.
9.
But it is proprietary
10.
By persistently implementing them and following the written plan.
11.
By reviewing and analyzing my ROI of marketing dollars and corresponding profits.
12.
By trying different approaches and applying any that work.
13.
Cant include it . Its confidential. We accomplish our marketing goals through hard
work!
14.
cant confidentiality issues, I have metrics in place to measure success. Taken from
the 15 best launches in the pharmaceutical industry
15.
Currently being redrafted.
16.
Currently writing one
17.
Direct contact with customers and Internet website.
18.
Focus on our niches of clients, & where they go; website to interest & encourage
participation
19.
Hard labour
20.
Hard work, perseverance and thoughtful management.
21.
Havent needed many. Ive always had a full practice while others struggled.
22.
I accomplish them by putting a monthly, quarterly and annual targets.
23.
I already answered this. Fly by the seat of our pants.
24.
I am able to handle 10 discount real estate customers a month. Period.
25.
I am currently in the process of developing one.
26.
I am developing a marketing calendar, but it will be in Polish. When I am ready do
Page 786

Plan?
you want to have a Polish copy?
27.
I am in the process of doing that now!
28.
I am sorry, but I cannot release our marketing plan, as it is CONFIDENTIAL,

especially until after the patent is filed.
29.
I am working on their development
30.
I did have a marketing plan for my book that was created in 1999. When 911 shifted
the landscape, everything else shifted in the publishing industry. My book emerged
in Jan 2002, great things happened with the media. Very little happened regarding
my consulting or seminars. People were not willing to spend money on an
"expensive" seminar.
31.
I had a real detailed one which I wrote when I was to attend one of Jays weekend
seminars. It was over 100 pages long, and then he did nothing with it after I arrived.
I have not put one in writing on my newest venture.
32.
I have a lifecycleplan. It's a plan with a lot of pictures of things I want to have and
to achieve. (to big to copy)
33.
I have a business plan and the marketing plan is just but a section of my business
plan. I do not know if it will help your research. I could forward it if needed.
34.
I have a marketing game plan, but it doesnt work fine. So, its not meaningful to
translate it from German to English and attach it.
35.
I have a path within my mindthat of co-opting others to distribute my self-published

materials as an education. Then to consult beyond with those seeking more aid
rather than self-help.
36.
I have an idea file with lots of related and unrelated ideas, some strategic, most
tactical. I suppose organization and structure are two of my challenges in
implementing these ideas in an orderly and logical manner.
37.
I have not gone long term on my planning because things seem to change so
quickly.
38.
I know this is important and I am working on it
39.
I will map out a calander with specific time frames for implementing every element.
40.
Ill reveal this plan to you if I share the stage with Jay Abraham. Im sure hell be
impressed as well. A lot of his concepts are in this plan, but its so darned easy to
follow that you dont have to read through 50 pounds of material. This is a marketing
plan that leads to a strategic plan. We dont plan for more than 1 year at a time.
Then its broken up into months.
41.
Ive covered most of the significant points in answers to the survey questions, so I
wont attach any other document.
42.
In process
43.
In small steps, leading to the education of everyone in our industry.
44.
In the process of creating one
45.
It is in process, based on my written marketing plan for a different business I had 1

year ago
46.
Its still in the formulative stages yet.
47.
Its in my head. We are just now selecting an advertising agency to help us develop
a long range strategy for the next five years since we are growing so fast.
48.
Its in the form of a mindmap
Page 787

Plan?
49.
Just continue to use the PayPer click keyword search engines.
50.
Just now working on developing one
51.
Measure progress or sales, orders booked, orders pending, commissions payable,

monitor and track, weekly sales meetings, take corrective action as required, always
trying new tactics, etc.
52.
Most marketing goals are short-term.
53.
My wife and I are just now putting one together following the reading of the first part
of your strategy vs tactics pdf file.
54.
My written plan is 6 pages long.
55.
No only an annual plan.
56.
NO. This questionnaire is as close as Ive ever come to writing any of this down
57.
Not at this time, even though in a previous business I had to develop and write the
business plan and the private investor offer
58.
Not even you can have our whole plan
59.
Not that I havent pushed for one. I suppose I could just do one in an attempt to
overcome the inertial forces at work here. Hmmmm.
60.
not yet but want to
61.
Not yet, I am still writing this out. I will send it to you when finished
62.
Okay Jay, I am open to share my complete business plan with you. I wont be
attaching it on this email since Id be disclosing even more than I already am, and
Im not yet sure if this is a wise thing to do. However, I would like to share it, and an
important part of our revenue with you. Long-term. When, with your help, we can
grow from $300k to $300m in two years or less, we can discuss an interesting share
for you. Our software does have that potential. Just like the initial Netscape
Navigator in the early days of the world wide web, were working on the navigator
and server software for the semantic web. Do you want to be part of that?
63.
One RFP at a time.
64.
One step at a time.
65.
Ongoing
66.
Only an outline of areas to address
67.
Only rough ideas, albeit written.
68.
Our basic plan has been to see who comes our way or who we bump intoalong
with talking with current relationship.
69.
Our marketing plan- short and long term is still being written
70.
Our marketing team may have one, but I have not seen it. I personally do not have
one written yet.
71.
Problem is I havent been able to stay focused long enough to accomplish the goals.
I am getting better however.
72.
Regular timetabling of activities and the development of systems to make the

marketing activity automatic.
73.
See attached marketing plan. We accomplish our marketing goals through planning
our strategy and implementing our plan.
74.
Sequentially
Page 788

Plan?
75.
Sequentially
76.
Shame shame on me it is not finished in the written form yet. I do have written goals
and plans for the year in general. I need to finish the specific of my marketing and
get them in my planner.
77.
Shotgun approach
78.
Since our program is so new, having started it 3 months ago, we are just now
beginning to re-write a whole new Business Plan as we see a few more deals being
closed.
79.
soon
80.
Step by step with some over lap
81.
Still in development.
82.
the game plan is the continuos and ongoing and integrated use of all marketing
strategies and supporting tactics
83.
This is in process and deemed as very important
84.
This may sound houky, but I usually dream this stuff when I need it. Not dreaming as
in sleep necessary, but having insights, hearing things. Very unscientific.
85.
This questionnaire will help me tremendously in committing what I have in my head

to writing.
86.
This questionnaire will help me tremendously in committing what I have in my head

to writing.
87.
This questions reminds me that I should get on it immediately.
88.
Through dedicated idea testing and short-term goal setting.
89.
Try several tactics, and repeat
90.
Under consideration
91.
Under development.
92.
We are building a small range of outstanding products for function rooms. And we
are creating customers as fast as our cash resources will allow. Then by regular
communication we are presenting these products to our customer base and other
lists, with the first 15% of an average customer's likely need for each product offered
at breakeven pricing.
93.
We are now in the process of developing both an overall corporate China marketing
game plan (which does not now exist), which will then tie back into each individual
business unit game plan (some of which now exist). This will include the business
unit which I manage Building Management Systems. Our current business unit
marketing game plan is more short-term focused, vs. being long-term. That is also
in the process of changing. The marketing game plan is attached as a powerpoint
document.
94.
We discuss what we want to do and put the numbers on paper, however, we have
not sufficiently put a detailed written plan together.
95.
We do have what we call an investor draft. If you would really like a copy I will email
it separately. 2 documents, about 32 pages each.
96.
We dont have a real plan other than our yearly sales goals.
97.
We dont have it yet.
98.
We have a short-term marketing plan. We accomplish our marketing goals by taking

action 9direct mail etc) and measuring our results and then changing our approach.
Page 789

Plan?
99.
We have been modifying it currently.
100.
We have completed everything below in the past 5 months with the exception of the
telephone and direct mail campaign.Marketing / Sales StrategyIn Q1 2003, RFID
Wizards will focus on establishing partner & vendor relationships, and building a
market presence using its World Wide Web site. Service Partners:RFID Wizards will
establish three partnerships with Information Technology consulting firms that do not
have skills in RFID technology, yet have complimentary service offerings. Training
partners to identify RFID opportunities and a fair commission per sale is offered.
This 'win-win' relationship allows partners to market to their existing customers in a
segment not previously possible and allows RFID Wizards inroads to new customers
quickly. Equipment Vendors:RFID Wizards will also become a value added reseller
(VAR) for three RFID equipment manufacturers. Initial discussions have yielded
positive results. VAR programs establish credibility and provide access to technical
resources. Some even supply qualified customer leads. Website strategy:RFID
Wizards will draw traffic to our website by being listed as a sponsor site on the
following search engines and directories: Google, America On-Line (AOL), Yahoo,
Earthlink, MSN, Lycos, AltaVista, InfoSpace, Excite, C-NetThese sites serve 90% of
the Internet users today. When a person searches for an RFID term or keywords,
RFID Wizards website will appear in the top of the results. There is an associated
cost per click paid when someone clicks on our link. The projected Income
statement budgets for this each month.RFID Wizards intends to launch a targeted
telephone and direct mail campaign to select government agencies and commercial
companies with the following profile: Sales Volume: $100,000,000 +Employee Size:
100+ employees Positions: President, Chief Executive Officer, Chief Operating
Officer, Chief Financial Officer, Finance, VP Finance The key messages to this
market is RFID Wizards:can improve your companys efficiency using asset
identification and trackingare experts in RFID technologyis offering day free
consultation to explain howPresence at technology seminars & trade shows is also
planned. This will allow perspective customers to experience RFID technology first
hand.
101.
We have our marketing person get in contact with as many groups or organizations
as possible to get us in to speak. But it is not long term. In a small town like ours
15000 people, I am a little concerned that this specific strategy may run dry in the
future so we are having to put our energy on other sources of marketing. Still trying
to find this specific vector.
102.
We havent had marketing goals only sales goals.
103.
We need to spend time and develop a comprehensive plan.
104.
We only have a year to year marketing strategy.
105.
We provided a marketing plan to the Australlian Govt for assistance to help

business owners stay in business.
106.
We set a marketing calendar for the year in advance at the beginning of each year
with our staff at our annual planning meeting. We plan on conducting several large
events for outside exposure and a number of internal events to generate referrals
and excitement about our practice.
107.
We tend to run specific campaigns based on new technical capability or feedback

from customers.
108.
When I have marketing goals, they have generally been something really simple,
such as Let x number of people know about the book this week.
109.
With little structure at present
110.
Working on the plan
Page 790
Question 45. Briefly Describe the Compete Strategic Marketing

Cycle From Generating the Lead Through to Closing the Sale on
to Requesting Repurchase and All Follow-up Referral
Generating That you Do.
Question 45. Briefly describe the complete strategic marketing cycle from
generating the lead through to closing the sale on to requesting repurchase and all
follow-up referral generating that you do.
1.
(1) Obtain lead through trade shows, referrals, or yellow pages get contact
information. (2) Determine if viable client (3) Set up on-site demonstration (4)
Meet with client and give him honest evaluation of his alternatives (5) Treat a
sample area for free (or leave samples for evaluation) (6) Determine motivation
behind client interest (7) Determine if cost is a factor (8) Give client a quotation
quickly (9) Follow up on quote (10) Offer discount or alternative forms of
compensation if appropriate (11) Get order (12) Schedule work (13) Complete work
(14) Leave folder with copy of quote, recommended maintenance practices, product
list (15) Follow up phone call to monitor satisfaction with results ask for referrals
2.
(1) Initial approach (2) If interested, arrange coffee and explanation (3) Send
brochure explaining in more detail (4) Follow up if interested send JV agreement
(5) Once JV agreement returned, arrange meeting with promoter (6) Follow up again
and get sign up (7)Arrange transfer of money into fund (8) Advise of upcoming high
yielding deals (9)Arrange cash placed in chosen deals (10) Receive commission as
interest is paid to client continue to advise of upcoming deals
3.
(1) Mail brochure, (2) Call, (3) Send evaluation, (4) Call
4.
(1)First of all our goal is to produce long term clients that fit our profile. They must be
aggressive business who want to succeed. We have an extensive mailing list so
everyone in our industry within our market area received our mailers which are sent
on a regular basis throughout the year. Everyone knows who we are in our
marketplace. (2) Second step is getting an appointment to get a better insight into
needs wants etc.(3) third step is customizing a proposal based on need and
opportunity.(4) We then follow up with further phone fax etc until we close. Our
offering usually consists of a Program involving regular repeat business. (5)
Further follow up in on a regular basis from then on. We rarely loose one of these
once we win them over. Two more points. WE havent figured our how to use
referrals because most of our clients are competitors of anyone they could refer to
so they arent interested. Next point, our main competition is from older and larger
companies who have been selling to these folks for a long time and the old boys
club prevails. We are better at what we do but sometimes have difficulty winning
them over.
5.
(a) Generate the lead typically through phone contact or referral, (b) schedule one or
more personal meeting with the decision maker or his staff to define their needs, (c)
schedule a meeting to present the recommended solution and scope, (d) schedule
one or more meetings during the engagement to check progress and possible
changes of direction, (e) schedule an end-of-engagement meeting to present written
findings and make an oral presentation, (f) follow-up calls to stay in the clients mind
and request referrals.
6.
? (3)
7.
1) Call on the referred lead to find out about the prospects needs. 2)Arrange a
meeting to understand the needs more fully. 3) At first meeting listen attentively to
prospects problems then answer questions they have about me especially
focusing on my USP. 4) Draft a written proposal to provide services (generally
provide three different options) 4. Call prospect to follow-up on proposal and
determine work they want done. 5. Prepare Job Arrangement Letter. 6. Perform the
Page 791

work. At each stage I make them aware that I value referrals.
8.
1) 7-8 weeks before the event: fax and email my current clients/hot schools one
page fax you have two weeks to respond and then over 900 other schools will be
faxed2) 6 weeks: fax all schools re: event and number of seats left early bird
special of 50% off for next two weeks.3) 6 weeks: follow up call4) 5 weeks: another
follow up call: heres how many seats are left5) 4 weeks: new fax re: 75% off for
next three weeks.6) 4 weeks: follow up call7) 2 weeks: another fax last chance!8)
1 week: FULL Price(note: constant stream of emails throughout this process to
anyone I have an email for)
9.
1) create relationship with referral source, 2) try to get potential customer in the door
to take a tour. 3) mai9l info package that provides information and has
quotes,pictures but that cant answer all questions 4) schedule tour for most fun part
of day and week 4) make sure they see the participants having fun 5) tell stories of
success with people in a similar situation 6) try to get them to decide on a potential
schedule of attendance 7) assist overcoming negative reactions from other family
members 8) make sure the first few days of attendance go really well (provide daily
reports if wanted) 9)
10.
1) find prospect, either they contact us or we contact them 2) perform on the first
item, and 3) (needs to be developed)
11.
1) Hard-copy contact, plus website contact through search engines.2) Capture their
email addresses3) Deliver credibility-building information through ezine and regular
magazine articles.4) Nurture them into booking for seminar.4a) This sometimes
needs a High-Touch phone call to personally answer final questions or reassure
them ... but many dont need this and book straight in after a time of familiarisation
with Geoff and Pauls written material and TV appearances.
12.
1) I submit articles for publication which gets traffic to my site. I offer a free
newsletter via my web site. Along with the newsletter is sent occasional
endorsements for my membership website. After one becomes a member, he/she
receives more occassional reports, ebooks, along with other endorsements.
13.
1)Letter invitation to seminar, 2) seminar, 3) phone follow-up
14.
1. Obtain an email address of a person who is qualified to benefit from my services.

2. Send The Must-Know InfoTM Bulletin to that person each week. 3. Send the
person a Confidential Questionnaire to complete. 4. Meet with the person to review
his completed Questionnaire. 5. Meet with the person again to show him his
personal financial information on his own financial chessboard. 6. Send a letter or
email summarizing what transpired at this meeting. 7. Meet again to move the
person closer to the Ideal Plan. 8. Send another letter or email after this meeting
summarizing what transpired. 9. Meet again to complete applications for life and/or
disability insurance. 10. Deliver policies in a Cherry Wood document case with
engraved brass name plates and obtain as many quality referrals as possible in the
same meeting. 11. Provide an implementation report and follow up to ensure that
all items on the clients To-Do list are completed.
15.
1. Arrange a meeting with suspect. 2. during meeting , bond, find pain, and decide if
they qualify to be a prospect. If so, get a contract with them that they will decide to
retain us at he next meeting if they like what we recommend or that they will say
no and it is oday to say no, if they dont.3. At next meeting we present
recommendations and sign them up or not.
16.
1. Arrange a site visit. 2. meeting to discuss client needs 3. agree terms of reference
Page 792

4. agree fee days work involved 5. do project or ongoing contract 5. if project
attempt to get an ongoing monthly contract. 6. during building of relationship with
client and once they are happy with service ask for referrals (note very poor
response). 7. when relationship or project ends do not recontact, wait for their call (I
used to ring or visit them after 3 to 6 mths but over 9 years with a zero success rate
stopped wasting my time
17.
1. Call for permission 2. send info 3. follow up 4. get info & offer suggestions 5.
follow up until get business. Its weak. Currently only one woman doing it now. We
have 2 customer service / sales people who answer the phone all day long.
18.
1. Direct mail 2. Phone, via in-house reps, passed through, if appropriate to the
manager, 3. Personal sales call 4. Mailed quote 5. Follow up phone call.
19.
1. Driving the prospect to the website2. Capture his e-mail address3. Offer free
information4. Convert prospect to customer with a low priced initial purchase (e.g.
books)5. Follow-up customers in order to sell high priced products (e.g. seminars).
20.
1. Find the prospect. 2. Interview and process the information. 3. Do the normal
processing of setting up a normal real estate purchase for our Investor with a new
mortgage for them. 4. Set up a Land Trust for the Investor from which he then sells
back to the Client their own property. 5. I then monitor the client for the next two
years to insure that they have their credit improved. 6. We, then, will be processing
a re-fi mortgage for the Client to buy-out the Investor within 2 yrs. 7. I will then set
up a follow-up schedule for the Client to be informed and educated in real estate
investment plans, etc. The whole plan is to have a customer for life.
21.
1. lead 2. letter/email 3. phone followup 4. work with them on counts and other
problems they may have. 5. process order. 6. no consistent followup/referral
22.
1. The leads come to us, usually referred by a current client.2. I speak with them on
the phone when they call, I listen to what their problems are. Then if I feel we are a
fit, I explain to them how I can help them and what the results will be. If not, I refer
them out. 3. We dont do much follow up. They usually call us.
23.
1. Website2. eZine subscription3. Report purchase4. Offline seminar5. China trip6.

Consulting contract
24.
10 step process
25.
3mos
26.
9 media outlets, geared toward our website, order from website, or 800 number.
Offer FREE poster, newsletter, and Offer complete market line. Even offer a Home
Based Business Opportunity
27.
A call or contact is made to arrange a one hour presentation on our services. At this
meeting, the client is asked what there three most important communication needs
are and then we generate a proposal to satisfy those needs. Once these needs
have been met we know there will always be three more and that they will be
purchasing more of our product and service. It never never ends and never should.
28.
A letter, bringing our name in front of our client every two or three months.
29.
A person (consumer, physician, RN) calls, having been referred by another person. I
discuss their needs with them by phone and promise a return call. I prepare a
recommendation, call them back at the appointed time, and briefly explain what they
need and why and that instructions will accompany the products we will send them.
Credit card info is obtained or the total given for payment by check. Order is
shipped. The person calls back as needed, to reorder or ask questions as instructed
Page 793

in the printed recommendation. Sometimes I, or an assistant, will call to see how
they are doing. Most of the time, people report improvements in their health and ask
if we can also help their friends, family members, etc.
30.
A phone call, site visit, follow-up reference list, proposal, immersion into the
community, and future project development.
31.
A potential client is identified > contacted (by email, phone) to request a meeting >
educated about our solutions (materials sent in advance) > pitched to (in person-toperson meeting) > offered a test translation at cost
32.
A referral is made, I contact them by telephone, and when they are ready I visit their
business. Often the referral helps to pre-qualify them, so that once I visit they
generally buy. I try to keep in touch after the sale for on-going work.
33.
a) Phone customer and offer to send company brochuresb) Phone again to discuss
brochures and ask what services they requirec) Offer free database auditd) Put
them onto newsletter list
34.
A. Prospect searches on search engineB. Prospect reads info on website.C.

Prospect fills out form or emails.D. I respond to form and emails, answering
questions and invite them to set up a phone conversation. E. Prospects that are
"sold" send in funds--usually 50%. The remaining amount is sent when the project
is completed.I haven't had time to work on a referral program yet.
35.
a. Ask currently known contacts for names of people who would appreciate our
serviceb. warm call these potential clients, offer service, invite in to see sitec.
demonstrate retail when client is signing up for businessd. send our letter after sale
36.
A. I find companies through the library that have estimated income of $500,000 or
more per year.B. I call them. C. if they're interested I set the appointmentD. I ask
them to answer a set of qualifying questions while still on the phone.E. If I think that
I can help them, I put together a mock system that I show them at the time of our
meeting.F. If they want to try my system, I ask them to sign the order form and set
an appointment for the following week to make the installation of their customized
program at which time I will collect a check for the agreed upon price.
37.
Acquire lists of qualified prospectsContact prospects by phone or leave voice

message that they can get a free booklet Ive written describing the benefits &
advantages of telemarketing plus a joint venturePerform an analysis of the company
which responds to my booklet to determine, in advance, if telemarketiting could
indeed be profitable for the companyAccording to the terms outlined in my booklet, if
the analysis proves that a joint venture can be profitable, then the prospect has to
become my partner. This will save me time from doing an analysis only to hear,
Thank you. Well think about it and get back to you.I dont plan on doing follow-ups
to those who dont respont. I only need one joint venture partner.
38.
Ad in yellow pages which we entertain through quotes to them . repurchase and

follow-up sometimes not systematically monitored
39.
Address collection of people I know and of companies out of the industry of my

knowledge. Then call, mail a promopiece followed by a call, short presentation,
close. Since we are talking about projects it seems difficult to negotiate repurchase.
Referrals I do not ask for.
40.
Advertise in specialized magazines The channel (intermediary) contacts my small

company Set the order and pay the product Deliver the product Database entry
added.
Page 794

41.
Advertise or Seminars, contact them back, send proposal, discuss, close. Do not
follow up effectively
42.
advertise with unique id in 800# - track calls, have call coordinator return all calls
forward free reports make appointments, show our value.
43.
Advertise, then qualify leads, then sell, follow up throughout and ask for referrals
only after producing a stellar result.
44.
Advertise, website, directories, dealers, etc. Get leads, send literature, sometimes
call them, if customer is interested calls us, follow up once. If they are interested,
they call or come to see us and we close the sale. We dispatch goods. They contact
us if they need any help, and call to purchase supplies as and when required.
45.
Advertisement Phone sales / marketing to those responding to ad Mail out

information Follow up phone call
46.
ADVERTISING -newspaper, direct mail, Yellow Pages, GREET & HELP them when
the come in the shopTHANK YOU NOTES - sporadically
47.
Advertising-seminar-free diagnostic-close & referral
48.
After I am introduced to the client, we have a fact finder meeting, followed by a

written game plan by me. We then meet again to review and/or implement parts of
the plan.
49.
All of the steps are accomplished through email. I do get additional leads from
teleseminars and seminars, but then they enter the same email cycle.
50.
All we do now is send and order once we get one. No follow up. If someone
inquires about our box we answer their questions and that is it. Most who ask, buy.
No follow up after purchase.
51.
Allo I need to do is get them in the door. We are very successful once they come
into our office.
52.
already did
53.
Analysis of lead, call/answers, proposal, negotiation, close deal, complete work, get
testimonial, submit follow-on proposals
54.
Approach people and determine their interest in improving their finances- follow-up
with them by going over their financial needs at a kitchen table presentation- ask for
their business and ask if they want to pursue the opportunity on as a part-time or
full-time business- ask for referrals- bring prospects to a Business Overview
Presentation to learn more about the company, if they have more interest in getting
involved- if they want to become involved, sign them up and a senior rep will take
them on field training sessions in their own warm market- either help the new trainee
get new clients or help them get a new recruit- the cycle then repeats itself with the
new recruit
55.
Article, special report, series of follow-up emails, phone meeting
56.
As mentioned, our industry is on a long sales cycle of 2 5 years (or more). At this
point, we plant seeds, keep in contact with prospects, slowly introduce them to
various aspects of our services and products. When a sale is closed, we involve
designers, project managers, fabricators and more in all aspects of exhibit creation,
trade show planning and execution (as much as they want from us). Post tradeshow,
we de-brief them to find out what worked, what didnt, what we could do better, what
they expected but didnt get, etc. After all is said and done, we ask for any specific
Page 795

referrals (dont have a set system for that, though).
57.
Thank you note for purchasing product Delivery of product Staff training Supplying
copy for retailer newsletter (if appropriate)Marketing co-operative campaigns
Monthly invoice with message Verbal request for testimonials
58.
Ask for referrals from existing clients, panic!! Have not actually called one yet
59.
Asking people for leadscalling the leads to set up a meetinggo and explain our
services and try to get them to buy our service
60.
At market:Greet with a comment about the colours of the jewellery so they answer
yes.Give a brief overview of the two different ranges and comment that I know
when Im looking (note not shopping) that I like to have an overview, I just presume
everyone else does. This gets a yes and a grin.Explain how the jewellery is made
and have any other sort of conversation about the business as it flows.Explain the
reward card features and benefitsComplete the sale and fill out the reward card
explaining what the benefits are of where they are on it and explain how the gift
bags are made by my mum.As for following up referral generating, havent got to the
stage of tracking marketing customers down outside of the markets! No , seriously,
the cards are a constant reminder, I give them to even visiting customers saying
just for reference and if there is time, explain how they work.
61.
At this time I have made a big 2 sales from the web site in the last 3 months. So I
guess I don't really have a good plan I can tell you about.
62.
Basically just as you described it here.
63.
Basically just personal contact to market myself and determine interest, and then
semi-regular follow-up to find out if new projects are on the horizon.
64.
Basically the same as #41 above. We generally wait for referrals rather than go after
them.There is a certain amount of professional decorum which prevents us from
going after jobs that are currently filled, so we have to wait until someone leaves or a
general manager desires a change.
65.
Because there are essentially two closes with each transaction and no revenue is
realized until the second closing results in a sale completeion, the marketing
strategy also includes a level of cost containment. To be more specific, once I have
secured a listing agreement or a buyers agreement, if the house is not selling and
the seller is unwilling to reduce the price, or if the buyer is always changing the
buying criteria..I will fire those clients to be able to control costs and time expenses.
After a successful closing, it may be years for any repurchase to occur, but I do want
it when it happens and in the meantime I keep in subtle contact to entice referrals
and keep my name in the forefront.
66.
Briefly? It's all about staying in front of the customer, diagnosing the problem and
prescribing my solution while building a relationship of mutual benefit. After the sale,
lots of thanks, offers to follow p with "tune up" presentations or articles for the
company newsletter, and reminders of other topics/services that enhance ane
reinforce the learning.
67.
Brochure, Telephone contact, Additional written communication, more telephone

contact, booking, delivery, follow up contact.
68.
Business retail depends upon traffic
69.
call client, make appoiontment for sales call,write order, once approved make
appointment for install,and get referrals.
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70.
Call comes in , we respond, ,no follow up other than thank you card or gift
71.
Call comes in, schedule the appointment during the initial call (or we follow up a few
times with phone calls), go on appointment and get the listing. We market the
property and sell it. Unfortunately, we do not have a referral system in place. We find
ourselves always chasing new business.
72.
Call on prospective clients, ship sample or mail information if they are familiar with
us already, follow up phone calls (Avg 4-5 calls to close). Every year thereafter, call
them to see if they want same program as last year, or add new titles, year-end
awards etc.)
73.
Call Prospect, Send demo, Visit, Follow up, Do legal work, Close, Manage account.
74.
Calling a prospective seller, meeting to discuss selling their property, listing and
marketing property, handling details to closing, following up after sale asking for
referral business.
75.
CEO invited via Direct Mail, Referral, Cold Call to a Briefing, CEO attends 2 hour
program, End of program asked if they would like to Evaluate their Sales Team, Yes,
CEO are contacted via phone to schedule a meeting to map out the process and
fees, fees paid , team evaluated, 4 hour meeting to review the material, set
expectations and determine training, changes in management and sales people,
changes in recruiting behavior.
76.
Client calls on phone, we set up appointment. Meet, if they dont retain we send out
at least 1 letter hopefully 3
77.
Client calls the facility we ask them what their needs are on the phone (address
problems) give them a hint of how we can help them. we then schedule a
consultation with the client and specifically go over their goals, needs, and medical
history. identify the problems and provide answers to their questions to build repore.
we then get the client moving creating emotion we do a physical exam/test and
prescribe a fitness program that is specifically suited to their needs and goals.
78.
Clients call; clients come in; work is done.
79.
Clients normally contact us individually during conferences and meetings, knowing

our proven previous results. We would follow it up with simple written contracts.
Afterwards, we just start our monthly or regular preparation for their needed
services, followed by a convincing monthly report.
80.
Cold call and send letters, meet and look at properety, provide a service tailored to
their needs. Call after sale to see if they are happy.
81.
Cold call potential client, try to sell them on seeing a demonstration, if they say no, I
put them onto a follow up program where I recontact on regular interval until they are
ready to see a product demonstration. Once they purchase I then go through the
cycle again.
82.
cold call to get client from outside rep. Then letters, flyers and inside rep followup.
On an ongoing basis.
83.
Cold calling a specific group of home owners with follow up calls until a yes or no is
achieved. Asking for referrals after sale is completed.
84.
Cold lead finds us on web. Warm lead contacts us. We qualify and close. Followup is sparatic needs to be better.
85.
Cold lead to warm lead (hopper system), to flash (quick) consulting, Interview,
Page 797

marketing proposal and close. No active referral system in place
86.
Conduct marketing tactics as described above, get targets to visit and answer
question, offer free email newsletter (which would invite them back for the next
question), and sell subscriptions to parent newspaper, offering the full email
newsletter in return.
87.
Constant personal contacts
88.
Constasnt communication to keep the name fresh
89.
Contact either warm market or cold, presentation of products and services, sign up
as either customer or as an independent business owner with the company, setting
up their personal product order and making it and easy ship arrangement,
establishing an action plan for the business builders, working with them to help them
become successful by duplicating what you have done. With the customers, doing
follow-up calls frequently to provide them with information about new products and
services and to discern the need for reorders or to upsale additional products and
services
90.
Contact group or business, we set up talk/lecture on specific health topic or stress

(default), bring patients to realize they have health problems they are or were not
aware of, the potential damage it could be causing, offer complementary exam, they
accept, we have their phone number, marketing staff call and set up appointment,
they come in, we consult and bring them to state that it is affecting/ruining their lives
(if it truly is), get them to have need for change, and demand for improvement over
the next few visits, and explain how we can correct that condition or halt its
progress, and then close on up to 1 years worth of care. Then we resell them on
maintenance care to keep it that way like wearing a retainer after braces. The whole
time they are under care we closely monitor other aspects of their health and diet
and recommend supplements and other health products.
91.
contact made through a direct mail piece, contact speaks with inside sales rep who
gives them details and provides docs. etc. and closes the deal.
92.
Contact the lead, and discover there needs, send relevant information through the
post, i.e. catalogues, quotations etc. follow up with phone call within 2 days, answer
questions and/or objections, write the order.
93.
Contact with possible client Qualify to see if they need or can get excited about
asset protection and possible tax savings of certain business entities. Meet with
client, further explain Set up entities Follow up on entities and make sure client is
doing the legalities correctly Send thank you and ask for referrals by phone or in
person.
94.
Contact, ask questions to determine needs, demo products, use 3 way calls & audio
& video support/educational materials, bring to a Wellness Preview at a hotel or
home, give a magnetic back massage, invite them to attend a company sponsored
Personal Growth seminar
95.
Contact, build relationship, quote, obtain order, ship product, invoice, collect a/r,
contact for more business.
96.
Contained else where herein. Please refer to prior answers
97.
conventional media advertising drives store traffic, sales reps close sale and each
sales rep manages his/her own referral system
98.
Copywrite-Calling a prospect generated by suggestions by other customers or

personal relations- setting up a first meeting- creating a pitch- presenting it- working
Page 798

on suggestions made by customer- a lot of phone calls, and e.mails to make the
customer feel that I am listening. Presentation of final result- acceptance from
customer. Follow up through phone call- anything else that needs to be done.
E.mail- with thank you note-and something x-tra for the soul, or for the business.
99.
Could be a short as the same day
100.
Create a list of slaes reps who work for coca cola, put it in excel, take off the names,
but leave the titels and job descriptions, find out the name of the head of sales at
pepsi, aks him if he wants to hire the best guys off this list. Get introduced to
someone in HR or staffing. At pepsi. Ask for a large amount of money for the info.
and give them a money back guarentee that the data is accurate. Ive done 682
projects since july 1997 and got paid over 2 million dollars. I didnt finish college and
I do prettey good. I get about 50% profit on what I do.
101.
Currently, for a prospective name they receive an oversized postcard sent first class,
hand-written by myself thanking them for there inquiry. The note tells them that I am
Houston's premier FramerSelect framer and there is a 20% off coupon at the
bottom. Approximately 1 month later I send them a letter, brochure and business
card desribing a bit more about what I can do for them as a picture framer and again
invite them to the gallery or give me a call, that I would be more than happy to make
house calls. If the prospect comes into the gallery they are shown around and if an
item has been brought in for framing suggestions then I work with them and their
budget. When the design process is as they would like, I then tell them it will be
ready in 1 week and how would they like to pay for it. About a week to week and a
half after they have picked the piece up I send them a thank you card saying it ws a
pleasure working with them and I look forward to framing more of their art in the
future. That if they ever have any type of questions please give me a call. Then
when the next newsletter goes out they start receiving them quarterly.
102.
Customer buying is usually spur of the moment.
103.
customer calls/writes for information, we send it to him, he buys a ticket to a

seminar, we confirm it, enclose invitation to another seminar, he will get another
invitation at the seminar and he will keep getting weekly e-newsletters
104.
Customer is called, questions asked to determine solution, discuss pricing, send

contract, negotiate a little, close the sale
105.
Customers appear, I do the job and then thats it.
106.
Difficult to do briefly, but.. a) Prospect and identify client (see 46); b) introduce to
the company and our capabilities our current customer references, while at the
same time developing a set of internal relationships that we turn into sponsors
almost always a lengthy process, requiring a lot of face-to-face meetings, time and
cost; c) either bidding on a project opportunity, or ideally generating an opportunity
without the necessity of the bid; d) if successful on the project bid, then negotiating
and signing the contract; e) staffing and commencing the solution development
project; f) for our business in building management systems, our objective is to take
advantage of the relationships developed during project completion to transform the
relationship into one of a paid service and maintenance agreement, whereby this
results in an embedded presence within the customer base which then identifies
new and follow-on project opportunities. This is our typical building owner
relationship lifecycle.
107.
Direct mail, Seminar, Appointment, Data gathering, Financial Plan, Implementation

Referrals.
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108.
Direct mail , fax or phone requested, free tickets to the followup seminar, meetings
with consultants after the seminar followed by phone and person to person meetings
to close.
109.
Direct mail piece seeking inquiries, follow up contact to offer benefits, contract
business, write and deliver resume, ask for referral, ask to be kept informed as to
the job search, offering further assistance, ask for a success letter when the client
lands a job (i.e., testimonial), follow up one year later, offering to update the clients
resume information
110.
Direct mail, call, meeting. No referrals.
111.
Direct mail, cold call referral, appointment, presentation, close
112.
Direct mail, leading to booking, Where permitted following mailing by fax or email. It
is generally a single shot mailing resulting in a sale. When sending certain products
we include relevant promotional material for other products. Most of our products
sales come from people attending courses, therefore courses are the tactic to sell
products.
113.
Direct mail, phone, In person meeting, phone, in person meeting, etc. Referrals are
asked for after every sale.
114.
Direct mailer with return card with request for additional information. Name, address
and phone number is provided to advisor after request is made. Advisor calls
person who only requested information in paper form. Advisor convinces person to
come in for initial consultation. First meeting is discussion of goals person wants to
achieve and whether to hire advisor or not. Second meeting is data gathering.
Third meeting is delivery of plan and implementation of plan. Annual service
meeting follows.
115.
Direct marketing generates potential leads.visit, call to potential

customers.installation of desired equipmentoffer of other equipment
116.
Do not have one in place yet
117.
Do not have one.
118.
Does not exist.
119.
Doesnt exist at present
120.
dont do any
121.
Dont have a strategic marketing cycle
122.
Dont really have a strategic marketing cycle, need to get one set up.
123.
Dont really have one
124.
Don't have any yet.
125.
Don't use a strategic marketing cycle now. Need to develop one.
126.
E mail orders Fulfilment/ Post
127.
Each new client is sent letter saying who they were referred by, we also send the
referrer a letter thanking them for the referral and letting how they doing in our
referral program. They are sent another letter (Hot 1) a phone meeting is set up to
determine their wants and needs, fact finding, appointment set up Next letter is sent
Hot 2 , email then sent newsletter. All this is done automatically. When we first meet
they are giving a copy of Rich Dad Poor Dad, to get them thinking about passive
income. They are sent a follow up letter summarizing what we discussed. & what
Page 800

they require to get their loan. Then we process the loan, with continuous follow up
letters & email and Phone calls , locking them and strengthening our case for them
to give us referrals. So we start the process again
128.
Each situation seems different. Our initial meetings help define the scope of the
work at hand and we go from there: writing and presenting a proposal, negotiating
scope and price, doing the work and then following up with further calls and email
regarding potential next steps.
129.
Email , fax, phone call, cold call.sales letter, seminar, existing clients . business
evaluation >business health check .> business planning session> implement our
business development program > continual business coaching / mentoring
130.
Email, direct mail, and with magazine pieces for both payup for free trial
subscriptions and for renewal. Phone, trade show, and email work with potential
advertisers and renewal campaign. Always work to sell year or at least 3 time ads.
131.
Email, fax ,or phone calls to convert the member into a prospect. Then phone calls
to close the deal. These merchants are across the country. We do not have any
system for staying in touch with the customer after that.
132.
Email, telemarketing, event, Data gathering meeting Demo Proposal Project Define
more work opportunities Close them
133.
E-mail/Phone follow-ups until production goes / does not go periodic contacts

with progress to-date 80% buy if they can.
134.
e-newsletter sent to prospect contacts for free guide or report and then receives it.
Follow-up ph call to that prospect to make contact and offer complimentary coaching
session. Complimentary coaching session completed If yes to coaching, send
thank you note for attending comp session. Then provided with coaching contract
and model client info. Commence coaching. If no to coaching, thank you note for
attending comp session. Maintain in loop with e-newsletter. Follow-up phone call
on 2 monthly basis. Request coaching client to refer colleagues.
135.
Exactly as asked.
136.
Find a possible lead. Mostly through referral from our clients/dealers. Contact them
to arrange a meeting. Show them the product, explain the benefits, give them 60
days to test the product for free under no obligation. Close the deal After they
become paid customer, after 60 days, ask for referrals
137.
Finding prospects through other peoples assetsCreating interest through

educationHighlighting ways their businesses can be made to grow more rapidlyFace
to Face sellingScoping and ContractingClosingPlanning and learning the
businessParticipating in their business as VP marketingDeveloping USP, strategy,
understanding of lifetime value Designing marketing programs Sign off Implementing
programs Identifying new opportunities for additional programs(New
pillars)Coaching the president on opportunities
138.
First contractor gives us job and tells us sales price (we get 60% of that after
subtracting material costs); Second contractor walks thru job with President who
gives him an estimate of how long and how much it will be, then we invoice as job is
completed
139.
First step being to create a lead thru an outside talk or lead generating box offering
gift certificate. Second step being to get into communication with the prospect.
Communicate with them so that they have the following realizations: That they have
a problem, that the problem is significant and that they should do something about it,
Page 801

that what they have been doing hasn't fixed the problem, and that if they continue
along the same line or do nothing that their problem will get worse. Then we close
them on coming in for a no charge consultation with the doctor. The doctor that
closes them on the need for further evaluation of their problem, following which they
ar given a report of findings that educates and closes them on our services for
corrective care. To be followed with ongoing wellness care.
140.
First we qualify the customer, then we contact him through a letter, call & then visit.
Then we eliminate the buying barriers and finally close the sale.
141.
First we use joint ventures, newsletters, print ads, and referrals to generate new
prospects. Once one has presented themselves to me I immediately give them the
information they requested with a Jay Abraham twist. I immediately, in a very subtle
way build the need/want of the product/service in the prospect. Then I get them on
the phone once they request more information, and make the close on the phone.
Asking for referrals, and if they would like to upgrade to our Professional package for
only 50% of the retail price. Offering them terms to pay off the service upgrade over
the course of the year. So far this is working well. Especially when I started using a
100% money back guarantee for the current month that never expires. By reducing
the barrier of entry, more prospects are becoming clients.
142.
Floor Time - contact Buyer Prospect - Make appt to show Property, write offer -open
escrow -follow up thru-out the transaction - keep the buyer informed- ask if they
have contacts that could benefit from our service, add to mailing list.
143.
Focus more on client development
144.
for new patient, we wait for a patient to call. They ask if we participate in their
insurance. If not, they typically say Goodbye. If yes (now BCBSyes), they`ll likely set
up appt. If enough time, we mail packet of: practice brochure, PA brochure,
calendar. financial\insurance paper, welcome letter. For established pt., we suggest
f\u visit (3mos, CPE in 1yr, repeat Lab in 6 mos.
145.
For our direct marketing business we basically make a phone call, let them know
about our product, do a follow-up phone call and that is the end.
146.
For reimbursement consulting or services: Find the prospect with the revenue
problem and make the appointment. Get approval to do a sort 2 day study of the
practice. Present the results and show the problems. Offer the contract to solve the
problems. Solve the problems. Promote the results in literature, trade presentations
and such. Badger the client for referrals. Give the client free stuff that he didnt
expect. Do the same for the clients employees. Find other clinics having problems
from this client and his/her employees.
147.
For selling my books, people come to me from my Bookmasters web site or Site
Build It web site, or they will call if they heard about my books from a friend or
purchased from another source and want to purchase more copies from me. For the
customized nutrition, Im calling the people on my mailing list who have purchased
books from me and also I have links on my web site to request information and Ive
placed some classified ads.
148.
Friendly and honest greeting, gather by conversation what their needs and wants
are, propose solutions and options, guide through the decision making process,
close the sale. Follow up contact my email or phone for further purchases.
149.
From lead to sales takes from three weeks to one month, and sales are normally a
one years agreement.
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150.
Generally obtain lead from agent, phone to make appointment talking about some
strategies on the phone to secure the appointment by whetting their appetite, visit in
their home, find out their needs, give suggestions and alternatives, take the
application. Marketing continues from this point with great customer service taking
the stress out of home buying for client, ending the settlement with referrals being
offered.
151.
Generate demand leads harvested, survey research completed.Close sale

seminars and demosAsk for further purchases during fulfillment of ordersFollow-up
referral generation
152.
Generate lead through print advertising, cold calling or referral. If the client is not
using any similar service their first cake is half price. If they are using a competitor
it's free. A promotional flyer will arrive with the first deivery, a follow call will ensue
later the same day and a letter follows a few days after with the second part of a two
step promotion. We offer all existing clients a free cake if they refer a company who
places an order.
153.
Generate lead through: referrals, alliances, website or ads; when the person calls, I
ask information about them, then either book an appointment OR get their contact
information to send them our brochure; once the appointment is made, I conduct a
60-90 minute consultation, take tons of notes, set up follow up, make the sale, get
payment UP FRONT; then I write the project; next I send a follow up letter thanking
the client and asking for the referral; I reward referrals with a check; I also ask
clients to share success stories; I reward success stories with prepaid phone cards
inviting them to share their success story with others; I send e-mails and articles on
what the client told me they are looking for; I respond to all calls and inquries from
the client regarding their job search; I send holiday cards annually thanking them
and asking them to share their latest news; I send b-day cards occasionally,
encouragement cards occasionally
154.
Generate leads mainly through referrals, present, close sale, follow up gifts, one on
one consultancy to implement for the client, 1 visit a month for 3 months, calls and
emails in between that, JV nights are held for our clients. Go back in for referrals
after one on one visits
155.
Generate leads through referrals, then make a call to prospect/ lead site, then get
and initial contract to set up networks, and email systems. Move on to maintenance
contract with hardware purchases.
156.
Generate sales online or calls to call center to order products. No follow-ups

currently.
157.
Generate the lead thru mass marketing primarily. Once the Client is in our store,
we have point-of-sale and sales aids to up-sell them on additional services and
products. We have bounce-back coupons for first time Clients to encourage repeat
business, then loyalty program to continue that. Free shampoo for all new Clients,
also. Stylists are instructed to give business cards and/or coupons to their Clients to
pass out at work or to their sports teams, etc. or kids to give to their dads.
158.
Generating a lead through telemarketing, direct mailing or advertising. Trying to sell

using same media .Put leads into the database and contacting them often.
Sometimes offering them free things. Contacting regular customers often and offer
new services. Asking for a referrals from time to time.
159.
Get call, phone interview, set appointment, assess needs, perform work, get paid,
leave material for future needs
Page 803

160.
Get client. Work.
161.
Get exposure, close the sale on the phone or Internet, deliver the product, maintain
contact via email; phone; snail mail.
162.
Get list. Check names etc Put on direct mail process Follow-up with call or email
Get appointment Make presentation Proposal Close Referral Start second
process Start third process
163.
Get names (hot, warm, cool or cold)Contact them about something modest and nonthreatening. Meet them and listen Agree a modest project Do it decide if we want
them long term persuade them to do something bigger and better keep in touch
have dinner with the very best
164.
Get the call, set up meeting, sell through prospect self-experience
165.
Give free seminars, make appointments, present proposals, close sales
166.
Go to the merchandise Mart show in Atlanta in Jan and July. Get business cards,
try to get orders, give cards to Faye, Faye calls and tries to set up an account. That
is the end of it.
167.
Handbills go out creating awareness, salesmen go and try and sell. Ask them if they
know other who will be interested.
168.
Havent had many sales yet
169.
Havent formalized it. Could be something like: Advert call office / salesmen visit
office purchase product/ service.
170.
Hit and Miss
171.
I am now sending seven emails talking about a home based business to 25 people
a month. I purchase these names and receive them within 24 hours of their inquiry.
I call them on the telephone or ask when I can call them on the telephone. The are
individuals that have requested information on getting involved in a home based
business. I then put them through a quick education process and get as much data
as appropriate about their background and situation. When they say they are ready
to join or purchase product and then commit with them a training cycle that will be
conducted in person, by the mail or by email. I ask them for at least a two year
commitment and a willingness to spend at least $300 per month to build their
business. The preferred customers are educated on the rest of the company
products and they are invited to share the names of their friends and family that
would benefit from using the products and are given a free product for doing so. All
referrals are followed up with information, the product tape and any other information
that will get them in the pipeline.
172.
I ask the warm market for referrals, I follow up with letter and phone calls to set
appointments with those referrals. I do a free analysis for client and close them on
the results of the analysis.
173.
I ask them if there is anything in interest, and if not I ask for referals or if they want
me to call back and when.
174.
I call FSBOs and ask a series of questions, I set an appointment and present my
service. If they are not quite ready I continue to follow up. I find the more I follow up
the less chance I have for the listing and sale. I find that if I set the appointment on
the first attempt I usually end up with a listing. I have been an active full time agent
for 2.5 years and havent had many repeat sales as of yet.
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175.
I call them by phone I set an appointment with them if I can or I follow up on them
and set an appointment then ,I list the home ask them for referrals immediately upon
closing escrow I meet them at the property ask if theres any thing they need, ask for
referrals again then I follow up on then in 7 days to see how everything is going,
then I call again in 30 days ,after that I call once a quarter and ask for referrals.
176.
I contact business owners through postcards, letters, email and encourage them to
read my sales letter at my Website. I offer free stuff to make it easy for them to get
started. Then follow up until they take my services or tell me to stop contacting them.
177.
I do discuss current affairs, experience and events, I allow the prospective client to
open up and start talking. I explain a few thing of what I do and then I listen to the
client I wait until the prospective client commits to a unfulfilled desire to accomplish
or to achieve some goal. If I can offer a service to the prospective client to achieve
the goal I do explain more about what I do and what I have.I allow the client the
opportunity to make the move/ (take the decision) to access the opportunity I have to
offer. Hard sell does not work for me.After the first sale I will approach the client
again at a later date to sell some more. Then I ask for referrals.
178.
I do Quickbooks training seminars to generate leads and provide packaged support

services on a prepaid basis at the seminar.
179.
I dont do any
180.
I dont have one written yet.
181.
I dont understand.
182.
I dont.
183.
I don't have one
184.
I generate the lead by them visiting my website, I provide educational articles and
daily news to keep them coming back, within these articles I suggest the best ways
to position themselves to get the best mortgage rates and lead them into calling me
to set up appointments to apply for mortgages
185.
I generate the lead, qualify the lead, send a thank you letter, go on appointment, do
the listing presentation, send a thank you and get to work marketing the resale.
186.
I get referrals that lead to presentations and personal selling.
187.
I give prospective clients a copy of my tapes in place of a business cardand let

them know that Im not trying to sell them the tapes. I follow up with a phone call to
schedule a time to meet with them and pick up the tapes. I fact find during that
meeting and reschedule and presentation meeting. I do my presentation and ask for
the business.
188.
I had an ad in the yellow pages, and sent literature to those who were interested.
189.
I have 10 pastors, attorneys and doctors that refer people to me (also past patients),
they call for appointment, and I mail a thank you to referral person after first session.
190.
I have a display of my work set up in my target area. Potential customers that are
interested call me for details. I offer a free session with no obligation. Once the
session is completed, I do a proof showing and they (hopefully) like my work enough
to order.
191.
I have already described how we identify and prospect for leads the sale is closed
on the basis of show the prospect how they will benefit from the taxation advice and
the overall financial plan which is established. Because of legislation there is an in
Page 805

built discipline in gathering information about the prospects circumstances this is call
a fact find. From that the need is easily identified and the advisor will point out for
example the advantages or pitfalls if adequate protection is provided or not.
Because the prospects needs are not always know to themselves such as we might
identify an inheritance tax problem that they were not aware of. This in itself builds
confidence in our professional know how. When this information is gathered and
their priorities established we conduct detailed research and a very professional
report is produced. Generally our proposals are accepted because we are always
testing buying signals during the gathering of information and discussion about what
the prospect wants to achieve. Repurchase is achieved through annual reviews
conducting meeting updating the initial fact find as the clients circumstances change.
As far as referrals are concerned there is not formal mechanism and this is an
improvement area.
192.
I have never done this
193.
I have not really sold even one product/service, so I dont know,
194.
I have periodic communication with key people at client organizations so that I can
be available when they need resources for new projects.
195.
I keep in touch with referral sources, letters to new prospects and follow through
during and after the process
196.
I link my sites in my email signature and on my messages to egroups. I answer

emails. My sites link the places folks can go to buy my products. My email
newsletters remind folks that I do have books they might enjoy.
197.
I make sure that by the time my customer gets the treatment bed we are colleagues.
If an opportunity arises for me to help with some treatment related problem I will
spend time educating. (Hope much of this will be available on the web site in the
future.) Next time this customer has a friend over who is also a therapist he or she
will be sensitized to the prospect of buying a unit. It may take a month or a year,
but I usually get some call from every sale I make. I wish I had the resources to
follow up more, but given the fact that most therapist need only one table in their
lifetime and I have no other product to sell, the follow up would be strictly to
encourage them to talk to there colleagues. I am sure that could be beneficial.
198.
I meet somebody and approach them. I typically follow up with a phone call, a short
in person meeting to provide information, a follow up meeting to provide additional
information followed by a meeting to recover tools left with the prospect and
determine their level of interest. If I can get them in their own business I can
generate profit from the volume that goes through their business. If they are not
interested in a business I then shift to them buying products through me and me
servicing them as a valued customer.
199.
I simply stay in touch via phone and forward potential business to other companies
that have sent me referral business
200.
I start by making friends, then I propose some mailing or some improvements in the
business advertising against results
201.
I use a schedule that goes: Day 1, Ring and try for appointment; if minimal interest,
ask permission to mail and phone follow up. I used to use: Day 1, Ring to get name;
mail; Day 3 or 4, phone follow up.
202.
I use free information initially(a sales letter really) or email to initiate the process.
If I get an appointment I then find out what the business needs in my opinion and
Page 806

offer a proposal. After completing any requested project Id follow up with further
proposals for additional marketing the business needs.
203.
I will get a phone call from a new client requesting a product purchase. The order
will be filled and shipped. Repurchase requests and referral generation not usually
done
204.
I wish we had such a process
205.
Im still creating this. Generating the leads is the toughest, but then have a first
conversation, follow up with a letter, another phone conversation. They usually
decide yes or no at that time, and if no, put them on the mailing list for updates and
regular contact.
206.
Ive already above listed lead generation. Closing depends on the product or
service. First we have a discussion phone call; then we send out appropriate written
materials, then a follow up call. Next a meeting if necessary. With some of our
services one phone conversation is enough to close. If repurchase is an option, we
contact the client by phone to request repurchase. We dont do follow up referral
generation. If they are happy, all their family and friends see the results and call us.
207.
Identify client, send letter, follow up on telephone arrange a meeting, discuss

business needs, submit a detailed proposal close sale.
208.
Identify prospect; identify product needs; qualify prospect; present product benefits;
customer evaluation of product; product approval; sell product; deliver product.
209.
Identify the seven companies and the personnel. Contact them, make appointments,
present and close. Repeat.
210.
Identify the seven companies and the personnel. Contact them, make appointments,
present and close. Repeat.
211.
Identifying the leads(multiple methods employed),identifying the decision makers,

Contact through Direct mail, telemarketing to sell the appointments, invitation to bid
the job, interview process with multiple decision makers, contract award.
212.
In our industry once you have a particular part you are manufacturing it remains
yours unless you change the equation by missing delivery mess with pricing (up) so
the sales effort is mainly aimed at working with engineers to see new projects
coming down the pike and keeping good working relations with purchasing so that
as competitors screw up we are there to pick up pieces for the buyers of our goods
213.
In planning
214.
In regards to end user either a phone call to initiate a face to face product meeting
with a sample for trial purposes or program to work through distributor and follow up
visit or call to see if they are satisfied wit product working with distributor they
choose to work with. Sometimes these are joint calls between myself and my
customer
215.
In the service industry, we seek to find a client need, resolve it, and repeat the
process. When successful, our clients are pleased to refer us.
216.
Informally request referrals from friends and clients when appropriate.
217.
Initial contact can come in a number of ways. Ultimately it comes down to a face-toface or, rarely, a phone call to work out the details of an engagement. Then Ill put
together a proposal/contract, and the customer will sign.
218.
INITIAL CONTACT. MAKE A PRESENTATION, PROVIDE SOURCES TO
Page 807

VERIFY, MAKE THREE WAY CALL TO COMPANY WITH CUSTOMER TO
SECURE THE ORDER, CALL BACK EVERY 2 WEEKS FOR 90 DAYS. THEN
NOTHING ELSE.
219.
Initial contact. Samples. Take an order. Service the account. Get referrals
220.
Initial inquiry (possibly sale)Cruise Consumers Guide Sent Out Perfect Cruise
Analysis Sent In Cruise Club Materials Sent Out Cruise Sale Cruise Magazine Sent /
e-mail specials sent out Repeat Purchase
221.
Inquiry, follow up call, follow up letter, meeting, development of proposal, close
222.
Interest, new patient, welcome kit
223.
Interest-schedule lesson or clinic-discussion of further offerings-attempt to schedule

next lesson-follow up via email or phone
224.
International partnership supplying material high quality training - feedback

follow up
225.
Intitial marketing leads will come through media marketing and media promotion.
Sales people will follow up with a phone call, then a personal call to demonstrate the
product and secure the sale. Sales will actually be product rental for a minimum 12
months period so follow will commence 10-12 weeks before the end of the rental
period.
226.
intro letter, telephone call, voice mail message, decision maker interview, group
presentation, seminar, post seminar interview, upsell to coaching
227.
Introductory letter, email and or phone call, followed by a meeting and presentation
of our experience and capabilities and seeking a background on the clients business
and how their needs for services like ours are met currently. There expectations and
experience with the services they require in our industry. Explain how we go about
meeting those expectations and seeking an opportunity to demonstrate this with a
package of work. Submit a proposal and gain work. Seek a service contract as the
foundation for the provision of services on an ongoing basis. (very easy mechanism
for the client to utilise for ongoing work.
228.
Introductory letter; telephone call(s) for an appointment; series of subsequent sales

calls combined with mailings of samples and mailings or emails of testimonials;
request(s) for quotes from prospect; project award and production; requests for
quotes, etc.
229.
Invite customers and prospects to our showroom or a fair; show them our products;
sell; support buyers with information (product info sheets); deliver prompt and as
desired, after delivery calls,
230.
It changes with different product lines, different sales people, different marketing
campaigns and time times of the year. Most common for shipping side of the
company is get a USPS rep to call in a lead and then telemarket the lead and have
support serice them so they are happy. Most common on the Mailing side is to have
a client refer us and the referee downloads our software and we then follow up with
e-mail then phone call then demo then help them sell it in their company.
231.
It is not really a system.
232.
Its all done with direct mail/email. My answers above describe my strategy
233.
Join a real estate investors group, speak about my properties for sale at the mike
each month, offer as a member perk free phone advice. Phone calls allow me to
offer Real Estate Express to them and describe how they can use it once they buy,
Page 808

fix up, plan to sell. They cant resist it because it gives them know how and plays to
their greed.
234.
Lead meeting proposal follow up close sale follow up
235.
Lead arrives, telephone call, follow up letter & info, follow up call, close deal (or not).
236.
Lead comes from either seminar, direct mail, telemarketing, or referralWe meet oneon-one with the decision maker and use various sales techniques like NLP, using a
testimonial list, allowing payment plans. When they buy, we will send them a thank
you card and subsequently deliver the coaching services on a weekly basis.
Through regular contact, we establish further rapport. When clients do something
right, we praise and reward them to encourage more of such behavior. We cross
sell various products and services related to their needs as we see it. To obtain
referrals, we would get them to send us to their best clients/suppliers to be a
mystery customer. As most of these businesses referred to us find it different and
they start getting curious about what we do, that is another opportunity to sell the
program again.
237.
Lead generated through newspaper ad. Prospect telephones. 5 20 minute

discussion with parent determining areas in which we may assist. Outlining benefits.
Mailing of information. Some follow up.
238.
Lead generated, needs assessment, free-trial, conversion
239.
Lead generating ad. Direct mail letters (3)
240.
Lead generation comes from several sources, as described above. Once in our gun
sights, we work to determine their needs (either by meetings, email exchanges or
discussions of their RFP); a proposal is then written and submitted; sometimes a
personal presentation follows; followup on any questions or issues; move to closing
the sale as soon as the prospect indicates that they have found our proposal to be
the best offered.
241.
Lead generation from other customers, web or principle. Follow up by phone or

personal visit. Evaluate requirement, submit samples and determine competitive
pricing. Never leave potential customer without a reason to return.
242.
Lead generation is based on a couple things: Internet activity from people searching
and inquiring through strategic partners, and referrals both personally and through
customer incentives. Discount incentives for first-time buyers are used. Newsletters
are free with the intent of developing readership and eventual expanded customer
base. Hot links to service and product pages and outside resources provide choice,
and credibility. When a customer buys with us, incentives are offered for repeat
business and loyalty. Feedback for better service offering is encouraged through the
Website and may even be in the form of a short questionnaire to high volume
customers. People are not closed into the sale, but rather they opt to buy
something of value. Sales date is used for offering discounts to historic volume and
frequent buyers and to up-sell services such as coaching. Free coaching partial
sessions are provided. First-time buyers are given a surprise choice of a free
product or service. Brand loyalty/repeat sales are accomplished through the
newsletters and informational resources.
243.
Lead generation is done through ads in the newspaper or through our real estate
agent. We show the property to interested parties trying to create competition (since
there is only one property available). There is no repurchase or follow-up referral
generating done at this point in time other than a questionnaire asking what they
were interested in/ what they liked about the property and what they didn't like for
Page 809

future use.
244.
Lead Generation, Free booklet, Free trial period up to one month, close sale
245.
Lead generation.(data bases. clients. referrals) SaleService delivery.ongoing

contact.by various means.
246.
Lead generation: search engines, direct mail, customer referral, focused advertising,
supplier referrals, email advertisingOnline Orders: cross-selling before sale
completion, newsletter offer, order confirmation and rating offerOffline Orders: great
human customer service, newsletter offer, verbal order confirmationAll orders:
Tracking number when shipped (usually same day), follow-up rating form for
previously noted interested customersEmail newsletter follow-up for all customers
who signed up for newsletter.
247.
Lead is generated by search engine traffic or one of the other methods previously
described. Lead is enticed by copy on web pages to join newsletter / free minimarketing course or purchase services or products. Autoresponder follow up
messages begin immediately. In the case of newsletter, free mini-marketing course
or product purchase the follow up never ends (until the customer says, "Stop!"). In
the case of inquiries the lead will receive a minimum of 7 "touches" from an
autoresponder message series. From the follow-ups we hope to turn the curious into
satisfied customers. From satisfied customers we hope to generate more referrals.
248.
Lead is normally generated through referral, or contacts, we then approach the

prospect for a meeting to introduce our service. We havent any thing to request
repurchase.
249.
Lead through networking or referral --> Meeting --> Proposal --> Receive an order
(or Not) --> Job done --> Get paid. Keep in touch.
250.
Lead Follow-up call Discussion Clarification Negotiation Sale
251.
Leads are gather from each customers through referrals. One of the strategy is to
allow the customer who give 5 referral to have a discount on their purchase price.
Otherwise it is full price. Every customers/prospects will then be follow up for the
internet portion for their business.
252.
Leads are generated by joint ventures/articles/web site traffic. Prospects are

exposed to my articles and then my sales letters. Email then allows me to send info
on additional/new products.
253.
Leads are generated by word of mouth; We call/email the client to setup an

appointment; Finalize everything via email; Deliver the product; Follow-up 3 6
months after delivery.
254.
Leads are generated from various sources. They get a confirmation email for
training events and rapid shipment of products with a personalized welcome letter in
the package. Phone and email support is provided for all customers (will soon
change to fax and email). Short newsletters are sent out periodically to all
customers.
255.
Leads are generated through the regional field marketing and sales people, and
through local distributors. They go through the marketing segments and are filtered
to the product lines.
256.
Leads call a toll free number and leave their details. I then call them up and ask
what their goals are, health issues and whether they have tried any other products
before. I explain about out products and give them three different priced options
starting with the most expensive. All product sold include a catalogue of our other
Page 810

products. I follow their progress at 1and 3 days post sale and then weekly thereafter.
At the time to reorder I remind them that their stocks would be getting low and ask if
there are any friends or family that are interested.
257.
Leads come from direct inquiries from existing customers either directly from the
engineers or through our agents. We receive the written specifications for a special
project or piece of equipment and an invitation to bid based on the specs and submit
priced proposal to purchasing. Once all proposals are in ,purchasing looks at
compliance and price. Then they send an offer to all bidders using 70% of the lowest
price offered (target pricing letter) as the basis of negotiation for the price bidders
have to meet or underbid to receive the work.
258.
Leads come from enquiries, the internet, purchased lists or generated leads,
networking, and referrals and from our own Sales Team. An account manager calls
to begin the sales process with personal presentations, showroom tours of our
facilities and typically tours of other completed projects. For new building interiors,
the sales process can take months or years or working with the client plus
architects, designers and contractors. The project can be bid or negotiated typically
after detailed drawings are prepared by us, changes made and approved. Upon
receipt of order, other services/products will be proposed such as lighting, carpet,
artwork, if they were not part of the original proposal. Follow up is regular and
referrals are formally requested in a project follow up questionnaire.. ate for new first
time buyers? As above, leads, networking, referrals, internet.
259.
Leads come from introducing myself in person to referrals fro other clients. >From
the initial meeting or phone call I follow up in person and assess the job. We discuss
the clients options and ask to have us do the work for them. The job is then
completed. Before leaving I always ask if there is anything else that they need taken
care of now or in the future. I am now telling them that we offer benefits to them for
their referrals. After the job the client receives a thank you card and a follow up call
the next month too. If there are any other matters they needed handled I call back to
let them know what is being done for them or provide the information they
requested.
260.
Leads first receive instructive material in the form of a 7 day course giving an
overview of ezine marketing. Then a set of reviews of products and services that
will help create ezines, and market them effectively, will be offered. If any one
results in a sale, another sequence of messages is sent out about related products,
in similar price range, and slowly increasing the value of the products. At periodic
intervals, customers are surveyed about present needs. If a product exists to meet
this need, the customer is told about it, and this generates a repurchase. If it doesnt
and the demand is high enough, I will try to create a product specifically to meet that
need.
261.
Leads first receive instructive material in the form of a 7 day course giving an
overview of ezine marketing. Then a set of reviews of products and services that
will help create ezines, and market them effectively, will be offered. If any one
results in a sale, another sequence of messages is sent out about related products,
in similar price range, and slowly increasing the value of the products. At periodic
intervals, customers are surveyed about present needs. If a product exists to meet
this need, the customer is told about it, and this generates a repurchase. If it doesnt
and the demand is high enough, I will try to create a product specifically to meet that
need.
262.
Leads generally come through referrals telephone contact by us initial meeting

sample presentation offered follow up at agreed time enroll in programme. From
Page 811

there occasional offers to purchase products are made. Programme attendees are
subscribed to the e-newsletter, where other offers are made gently. Referrals are
requested largely when required, not as part of the process as they will be in the
future!
263.
Leads generated as listed above. Contact of leads by phone. Fax or email of info
and application, call when case evaluation and decision is made.
264.
Leads generated through telemarketing, referrals, etc. which leads to introductory

meeting to identify needs, followed by proposal presentation and securing business,
initial client set up and then follow up generally happens at renewal.
265.
Leads get caputed in a database, analysed on potential sales volume and

willingness to adopt new products. Salesforce effort is allocated on this result. They
are the main contact with customer and conclude sale and follow-up
266.
Leads will be generated through direct mail, direct fax, ads, articles, press releases,
shows, and etc. Each lead will be contacted by phone first and then with a personal
visit if it is necessary. Sales can and will be made all along this path. After the sale,
about 30 to 60 days later, the buyer will be contacted to check to see if there are any
problems and to get referrals.
267.
Letter 1 letter 2 letter 3 call meeting proposal after the meeting

agreement continuous work at clients office, where I always look for other
services and projects that the client needs or wants from me.
268.
Letter box brochures and then visit they lead to give them a quote and follow-up
phone call in a couple of days
269.
Letter to chamber of commerce list, ask current clients for referrals; call respondents
back (if call in is missed); pitch; close or follow up until close or desist.
270.
Letter-call-appointment-sale-course delivered.
271.
Limited in detail
272.
Mail telemarketing physical visit sales of diagnostic sales of mission sales

extra missions for helping continuing implementation and/or development
273.
Mail the prospect with a very attractive offer included in a letter with an order form
Receive order or enquiry with questions followed by a more specific quote Fulfill
order Place on clent mailing list for other offers On reorder, suggest joining the
Mobilite Partner Programme which includes preferential pricing for a testimonial and
5 referrals
274.
Mail, email or see at seminar. Acquire customer address, email. Put on newsletter
mailings and refer to website. Sell books to them from coupon in mail, at website or
in person.
275.
Mainly I rely on my sales skills to develop loyalty with the customer. Face-to-face
and phone calls and letters occasionally.
276.
Make a cold call, maybe a warm one, get a meeting, interview the client, find their
problems, offer valued solutions, close the sale.
277.
Marketing a series of communications designed to make the prospect aware of the

gap between where he is and where he could/should be. Leads to: Sales
assessment, consultation. Successful consultation leads to contract to provide
employee benefits. Providing employee benefits compensated by commissions
paid by insurance carriers. If I do the right job, the contract renews each year.
Upsell additional business development services Referrals request referrals
Page 812

upon the conclusion of successful consultation, and successful employee benefit
planning
278.
Marketing is the direct mail, email and other efforts to get the lead. The sales
process goes from the lead to the close. We are random on our marketing and
advertising but very specific on the sales process.
279.
Meet someone, get contact info, follow up email, arrange complimentary session,
client
280.
Meet the individual, answer questions, find out their interests, schedule another
meeting, find out more, make the sale, follow up within 3 days, after 7 days contact
again, offer to meet their friends and family, get them into 2 lines of products within
45 days, help them to decide to shakleeize their home, follow-up
281.
MORTGAGES: appointment with qualified prospect provided at time that matches

my availability. First appointment is primarily a fact-finding exercise with an
educational element. Do sow seeds for referrals throughout the process. Second
appointment used to report back my research as to the available mortgage that
meets their requirements. Third meeting do paperwork for mortgage. Usually
further contact before it completes. At each meeting/contact look for ways of raising
referrals. Try to follow up at future date but not good at doing this.
282.
Most donors start out in response to dirct mail. So close comes in response to mail.
283.
Most leads generated through client referrals, 2 meeting analysis w/ close on 2nd
visit. Commitment to referrals on first visit, collect referrals on 2nd visit
284.
Most leads through personal contact.
285.
Most of all the campaigns are built on having people bring their prospects to one of
the leaders for a 3 way call...we do not ask for referrals until they have committed
286.
Most of my sales are referrals from clients and from several well-drillers who refer
me.
287.
My web site is marketed mostly through search engines, reciprocal link sharing, and
some press releases. I also visit discussion groups and mention the web site
casually while there whenever possible. Prospects come to my web site where they
can find free tips, sign up for a free newsletter, read all about the books for sale,
purchase software, purchase decorative accessories, sign up for consultation
services, or register themselves in my directory. Once a month they get a
newsletter with more tips and ideas, and I continue to push my product line that way.
The web site also has a place on almost every page for people to send a referral to
their friends. I will shortly be adding an affiliate program where people can advertise
my products on their web site and share in the revenue. As I get further along and
more established, I will pursue more direct emails to my subscriber and customer
lists.
288.
N/A (9)
289.
Needs to be improved, with a clear game plan.
290.
Network to meet qualified prospects. Engage them in conversation to learn more

about their business. Set up an appointment to meet to learn more about their
business. E-mail a form to fill out and return before our meeting. Meet once and
then again if needed. After second meeting, close if possible. If not, keep in touch
over coming years until the time is right, and to get referrals. When a prospect
agrees to join the Executive Round-Table, I always ask for names of other he knows
and respects who he would like to have in his group. This is a great way to get
Some from my agent.
Page 813

introductions to others.
291.
New venture.
292.
Newsletter - free info report - followup phone call - complimentary session - sign up 12 month programme - request for referrals - ongoing contact and service
293.
Newspaper ad, telephone prequalifying, personal meetings, closing the deal, follow
up letters to be sent after the first year.
294.
Nil
295.
No folllow up.
296.
No real marketing strategy in place. They call, we explain and follow up with them to
some degree.
297.
No specific strategic plan
298.
No strategy
299.
None (17)
300.
Not clear leads are made via talks/ seminars/ radio show and then we approach via
telemarketing/ newsletter/ direct mail to get them to become consumers and then
follow up monthly
301.
Not clearly defined as yet. I normally set a time-frame within which they must
formally accept our proposal in principle and arrange for finalizing. If they do not
react within this time frame, I contact them and ask whether they have decided
against it or us, or need more time to consider/time the action. After 30 days (or
shorter, depending on the nature of the project) I inform them that our quotation has
lapsed and that they should contact us again for a new quotation if they are still
interested.
302.
Not clearly stated. List , letters, calls ,post card presentation, control of decision mile
marks
303.
Not in place yet. But up to now I make contact with qualified prospect and make the
sale.Since I am not actively trying yet to sell I keep this as a testing ground. I am in
the let's discover the hightest master strategy mode so it makes it difficult to be in
two places at once. I will complete the discovery process soon and I can then turn
my attention to sales etc.
304.
not really applicable.
305.
Not so well structured (customer signs up for certification online or by phone;

attends class; takes exam; gets certified).
306.
Not sure what you are asking for in this question.
307.
Not written yet
308.
Not yet started on this
309.
Nothing defined to date this is something were starting to look at developing (with
your help!)
310.
Nothing developed
311.
Nothing strategic about it. Meet someone. Talk to them about what they want. See if
theres a match. If so, do some work. Get them to evaluate the difference. Look at
what a difference it would make if we worked on another area. Ask them to if they
know of others who could benefit it.
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312.
No formal process
313.
Obtain lead Send email offering free information Seek opt-in permission to email
with a newsletter or other special information. Ask them to fill out very brief survey
that includes how they want to be contacted. Follow up with additional emails or
whatever communications method they prefer with information that should prove
helpful. Create and tout a chat room where people can pose their question or offer
their opinion on an issue.
314.
Obtain qualified leads with decision makers, follow up, close, follow up, advise,
follow up, keep informed, make further offers.
315.
Obtain referral, consultation, provide handouts and educational material.
316.
Obtain referralSend out a letter of introductionCall up in 4 days to ask for an

appointment If given appointment, meet to give introductory core story orientation
Set up appointment for Needs Analysis Conduct needs Analysis Prepare proposal
Present proposal focusing If someone does not get through the whole process the
are put into database for follow up through email and direct mail system.
317.
OFFLINE: Well run space ads, advertise via radio, mail out sales letters to targeted
lists, send press releases to targeted media. ONLINE: Drive traffic to our landing
pages with the goal of collecting names and email addresses as well as sell product.
Well use viral marketing to add new prospects into our pipeline.
318.
On recruiting side buy lead or solo ads etc. drive to first website, they respond, we
send more info and direct them to a second website, they respond again, then we
set up appointment and send more information.
319.
Once a realtor refers a buyer, we send realtor an loan approval letter, we notify
realtor with faxes at 4 key points in loan process. From the operations side, we
have implemented numerous steps to make sure we have a smooth loan process
and that we are far better than competition
320.
Once lead is in house, speak to customer, determine if there is enough ingredients

in the financial information to do a deal, do proposal and ask for commitment check,
get credit approved, get lease documents, signed, fund the lease on equipment
delivery, send thank you letter, send birthday and Christmas cards. They also get a
monthly bill from us every month. Try to be in front of the customer regularly
321.
Once we get a lead from phone in, cxold calling or follow-up calling we find out what
they desire in a shelter and give them all of the options for the shelter. Then we
produce a quote and give it to them verbally while following up with a written quote,
ususlly be fax. Next we follow up by phone and ask if there are any questions or if
we can be of any further assistance and ask when the decision is expected to be
made. The next step is to follow up and see if we were araded the contract. Then we
complete the order, ship and bill it, follow-up to make sure the building arrived safely
and ask if there are any other companies in their area or divisions in their company
that might need our services or products.
322.
One note: Im putting it all working just now.1. I have 2 online courses (about
business plan and seo) that get me pleanty of new subscribers + I've written 2
reports (how not to became spamer and 8 cruciual quewstions "8 crucial question to
successfully market your business and never ever lose money on
advertising").Those are managed by AutoResponse Plus. I have multipied new
subscribers flow by 8 times adding those 4 free things of course you have to get
on my list to get them2. I have 9 page sales letter on my site + the same send by
email on demand.3. when someone is interested and hit form button, he get 1 step
Page 815

site (email + name). When he send it system ads him to 1st follow-up system with
main purpose: ORDER. When he orders systems deletes him from this list and ads
to 2nd follow-up system with purpose: PAY. When he pays he gets on 3rd list which
do some service work plus will do up-selling and so on.ARP give possibility to followup my (potential) clients for year or more. My strategy here is simple: buy it or leave
it. He will buy (on 1st, 2nd, 3rd..... 30th or any letter) or leave the list .
323.
Online Research.Direct Phone Call to CFO or CEO.Establish Mutual connections in

the Corporate Finance Community.Face Time Meeting (s) and or exposure to our
educational events.Conference call with our strategy and fulfillment
staff.Proposal.Follow up call(s).Sign them up on a 12 month retainer ($7000-$9000
/month with a 90 day out clause should the relationship prematurely turn
sour).Asking for referrals.
324.
our cycle is a system based on our business and marketing goals. Advertising in
newspapers and yellow pages, along with personal community contacts through
organizations, yeilds phone calls regarding cost of desired repairs. Referrals from
existing customers yield new customer calls. Phone work isolates and amplifies the
consumers true questions and leads to appointment to give accurate answer.
Appointment results in inspection of vehicle by technician trained in preventative
maintenance as well as diagnosis of problems. Customer is notified of findings,
educated regarding advisability of various options, decision is made by consumer,
work is performed and documented in understandable way, work done and not done
is explained to customer, payment is made, customer is advised of next
recommended action/visit, reminder is mailed, phone call is made to assure
reminder has been received, appointment is made. Thank you cards are sent to
customers who referred customers
325.
Our largest amount of leads comes from real estate agents who in a large
percentage of cases handle the transaction on behalf of the client. In all cases we
do at least call the client and thank him for the work. Where appropriate, we do
keep an ongoing relationship open with the client and, even though there is little
repeat or referral business among most of our clients, we do usually receive that
business if and when it does become available.
326.
Our leads come in the door, we dont market mach. But once in the door we use the
7 steps approach with setting the buying criteria and a heavy dose of experience
and knowledge of the industry to pre-empt them ever going to another machine
shop. When the sale is complete we ask for referrals and give them cards and
capture their contact info of which we are just now trying to figure out what to do
with.
327.
Our leads come to us from referrals or previous customers. When the perspective
clients contact us, we try to positively explain why we are the ideal solution to
accomplishing their personalization needs. Once a need is determined and a price
is set, we continue the dialogue, keeping our clients up to date on the status of their
order since there is a lead time of several weeks. When the order comes in, we do
a quality check to ensure that the order is exactly as requested. When the customer
receives the order we ask if everything is ok. After the order has been delivered we
send a thank you note, a questionnaire and the customer name is entered into our
database to determine other marketing opportunities.
328.
Our marketing cycle is not established. Generally, a link goes up on a partner site.
Impressions or page views are generated. A % of the page views click through to
our site. A % of the click throughs register or request more information. A % of the
registrations become clients and have CircleLending set up a loan. All registered
Page 816

users get an e-newsletter with a formalized request for referrals once a month.
329.
Our marketing team is involved in the lead generation and that is all. Once the lead
is generated, it is passed to us. The lead can come from a web demo, a trade show
(which we have stopped doing), a partner, etc. It is our job to qualify the client. 29
times out of 30 the leads are not qualified. Once we have a qualified lead, the sales
team follows up with the client via email and telephone. Web demonstrations are
used. Sales engineers are engaged. Our sales are complex so we are engaged with
multiple contacts at the company. Some customization of our product may be
required so our developers are often engaged. Sales cycle is often 6-12 months. My
longest sales cycle has been 3 years so far. Sales can go direct or through a
software reseller, channel partner, or strategic partner. Sales often include
maintenance that covers upgrades and technical support for one year. Future sales
could include additional software licenses if they have not purchased enough for the
entire company. If they have purchased licenses for the entire organization, then we
have 15% of the original sales price as a follow-up sale one time per year.
330.
Our members close all of our sales.
331.
Path#1: personal contact, appointment, Path#2:personal contact, fax info,

appointment Path#3: personal contact, fax info, no appointment, sequential followup fax or email, follow-up call Path#5: Direct mail, 800# 24/7 message, Fax-OnDemand Info or Mailed Info, They call us for info appointment Path#6: (see #5) if
they do not call us they receive follow-up phone call leading to appointment or
follow-up faxes/sequential Direct mail, follow-up phone call, appointment *Referrals
and additional sales take place after the initial sale during the follow-up visit.
332.
Pay for Click Ads (PPP). Direct Marketing Website with free Opt-in Newsletter of
high value on a semi-regular basis. USP: Risk Reversal, High Value/Low Cost
Bonus Reports. Flexible and Easy Ordering process: including 4 interest free rates,
Secure Sever, Fax 0800 and free Specialist advice before and after the sale. Sale
of Back-End products has to be organized. Referrals are being organized
AssocTrac.
333.
People call me because of referrals
334.
Person comes to our free seminar- books for 2 day course on the free seminar- on
the 2 day course books for master class- buys home study course- comes to the
club meeting. If person doesnt book, we send e-mail and sales person calls them. If
they dont turn up at the event, we keep sending them e-mails
335.
Personal contact, private consultation, product is offered with money back

guarantee. Or, offered free as part of risk reversal. Skin analysis complimentary.
Follow ups at 5 and 12 weeks to ensure satisfaction and results.
336.
Personal invitation, preview seminar, close at preview seminar, weekly sale.
337.
Personal involvement (one man office)
338.
Phone book ,Proposal,Sale
339.
Phone call meeting from me -Reference phone call or letter (from a referrer
expressing their benefits received not benefits the prospect might get)- a face to
face call from me. Or a blind research assessment expressing benefits I have
discovered for them. I then repeat the process above
340.
Phone call or referral call, further qualification and presentation, Profit Improvement
presentation, leave off CD, follow up, phone, and close at every step after
qualification.
Page 817

341.
Phone Call, Letter, Follow-Up, Meeting, close
342.
Phone call, prospect visit, commence contract
343.
Phone call/referral comes in, given to originator, contacts prospect, answers

questions/provides info and attempts to close for appointment, gets appointment and
generates info file for processing of customer loan.
344.
Phone calls and emails and letters with CD demos.
345.
Phone contact, sample and letter, followup phone call, up to two more followup
letters, monthly emails.
346.
Phone for appt, see folks and propose plan, sign them up or not. Send newsletters
2x yearly
347.
Placing business cards for referrals, try service continual customer for Telecom or
Massage schedule weekly appointments
348.
Placing classifieds for lead generation, sending out direct-response-info-letters,

hosting business-presentation/sales-seminars, follow-up telemarketing-sales.
349.
Please refer to no: 41. Regarding referrals, I am planning to have two types of
referral gathering system: one - verbal request for referrals upon finalization of new
product installation supported by a written request. Second a letter offering a gift
for referrals.
350.
Possible lead generation follow up call promoting services initial prospective

contact follow up call and letter arranging appointment appointment work
carried out follow up call (re:progress) completion of job and invoicing with follow
up letter
351.
Prepare Scope of Work Proposal by referral and initiate no more than a 6 month
contract.
352.
Present our services ask and probe for needs / wants and expectations Create
proposal and present organize the event or do the venue finding ask for
feedback and referrals
353.
Promote gallery and show openings; get a walkin; close the sale; followup on the
phone
354.
Prospect calls us after hearing us in the mail, newspaper, from a friend, etc. We
have an appointment. We service them and then follow-up on them. We ask for
referrals.
355.
Prospect marketing consultants. Go through 7 step sequential tactical marketing

tools to engage them in a strategic alliance. Work with consultant to use the
software to increase their own business by minimum 25% over 3 months (or
shorter). Work up a game plan based on consultant's mix of clients, and approach
the client base with a sequential marketing campaign involving 6 tactical marketing
tools. Sign up client for regular monthly use of product. Then go back to end-user
clients with back-end products & services specifically targeting them based upon the
projects we know they are trying to achieve within their business.
356.
Prospecting, Qualification, Needs Assessment, Demonstrating Capability, Handling

Objections, Commitment, Follow-up. No referral generating.
357.
Provide effective problem resolution so that when future problems occur I am the
first person they think of for themselves or for their friends or colleagues.
358.
Putting data from prospects I find in various media in a databaseSending them a
Page 818

personalised e-mail that should appeal to their needs, catogorised according the
need expressed when collecting the data. By example: a shop placed an and for the
opening of a new shop, they might need models for a fashionshow following two
weeks or month after the opening. They're new hired staff might need a course in
selling too. And since they are located near the border, or near the airport, language
courses for the staff are maybe needed too. Maybe the shop doesn't have a website
yet, so we can provide that too.Confirming the e-mail by regular (snail) mail.Calling
them by phone to sell'm a meeting.During the meeting a salesconversation followed
by an order (in half of the cases).Referals are mostly other shops of the chain or
supplier names from the shop that deliver to shops that might be interested in the
same pack.
359.
Qualify out client on telephone by asking 12 questions. Send 10 point qualifying

qustionairre. Send pre-meeting material. Meeting. Follow up times 7 steps. Get sale
ask immediately for referral. Then ask for testimonial. Then give away a free bonus.
Then another free bonus in exchange for 5 referrals. Then back-end other products.
360.
Receive a lead by telephone solicit, factory inquiry, mailing, advertising, referral, or

old prospect or customer. Set up an appointment, review the application,
recommend a product/solution, explain features & benefits, send or hand deliver a
quotation, follow up with telephone calls to close the sale.
361.
Receive calls from web site, ads or telephone ads, pre-qualify for project cost since
it is high ticket item. Upon call ask them to visit the web site as it is my showroom.
Visit and do estimate and close sale, I dont waste time on tire kickers, they are
always a pain in the ass. Repurchase doesnt happen only had two in five years. I
always ask and followup. Sometimes get referrals.
362.
Referral 2. Lead follow up. 3. Presentation 4. Always two proposals for client to
choose from: Proposal 1, is my foot in the door approach, and Proposal 2, is a
longer term approach.
363.
Referral or Recommendation Follow up sequence on-site assessment and

working session engagement plan with real time communication plan
engagement and results creation referrals and recommendations newsletters to
others citing progress and outcomes
364.
Retail customers generated by PR, news ads, Radio and word of mouth
365.
Review articles and leads from contacts regarding up and coming companies. Find
out principal contact. Call contact and offer them a risk free proposition. On site
visit. Exploratory meeting. Proposal written. Present proposal. Review objections.
Present contract. Close business. Create Statement of Work. Deliver results.
Create case study. If leveraged opportunity (recurring revenue) finalize on-going
revenue payments.
366.
Right now leads are generated through personal phone calls and e-mails. If the lead
is interested, I keep in touch with them through e-mails, phone calls or letters until
they are ready to purchase. Since they are on-going clients, we stay in touch with
them.
367.
Run a classified ad (while continually testing and tuning it), get prequalification
information and tell them to drive by the home and call back if theyre still interested
to schedule an appointment, schedule showing and take application, check
banground, and lease if meets criteria.
368.
Sadly we dont have one at this time. From my learning from the home study of
the MM we will be working on this soon!
Page 819

369.
Sadly, we just go with whatever the day brings. We have no specific cycle.
370.
Sales funnel previously described, and I also sell against immovable dates through
the year, much like an _ccountant sells against April 15th i. e.. either you file by
4/15 or you dont
371.
Scientific experiments are done on schedules. when a client starts with us they stay
until we cannot turn the work around fast enough.
372.
Search engine traffic and JV, close the sale through website copy, email
autoresponders to take care of automated follow-up :)
373.
See a client face to face and get a signed order
374.
We need to actively solicit more referrals from happy clients.
375.
See PEQ Seven Steps
376.
See plan
377.
After purchase we always follow up and determine frequency cycles and place calls
at strategic times before a shipment of hazardous wastes
378.
Select potential hosts that have an existing quality relationship with my target niche
market. Contact the host and explain the benefits to him/her and his/her clients,
members, etc. if I permit him/her to send a special offer to receive a valuable gift (a
30 min. phone consultation if I am trying to acquiring more clients or a free e-book
that they can download on my web site if I am generating leads for my products) .
Host sends out letter via snail mail or email depending on the database. Report or
consultation is fulfilled. If consultation, most prospects will want to know how they
can work with me and I tell them how we get started. If they are not interested at the
time I follow up with them monthly via mail, email or telephone. If they go to the web
site I follow up via email with sequential mailing in an attempt to build a relationship,
become a valued resource and make offers to convert to purchasing one of my
products or services.
379.
sellers hold open house I call the list of names generated by people who toured the
open house over the weekend, make my pitch try to book an appointment Show
houses, narrow down selection process to The House Write offer, wait for
acceptance/counteroffer/rejection Ask for referrals on sporadic basis
380.
Seminardo a good jobpitch another seminar / other offeringsdo a good

jobpitch again
381.
Send a fax offering a special report. Send out report. Follow up with phone call or
they will call me. Have a first appointment, do a second appointment with a proposal
and then book them to use our services to purchase a property. There finance is
arranged, property is completed and they will receive a monthly client newsletter.
382.
Send direct mail to new companies, if they call back, I qive them a quote, if they
agree, I develop the website.
383.
Send Direct mail, try to follow up with phone, try to get appt to meet, even if they
have no current need.
384.
Send out info pack with buying incentives. Follow up with 1 - 2 letters throughout
thew year ( changing as of now) If the customer has a large concern, phone calls will
follow.
385.
Send out initial direct mail offering them a free report. Offer them a low cost service.
Continually keep in touch with them through email/direct mail while offering them
Page 820

information and services. Pray that they buy from you
386.
Send postcard, fax or email, generate call to hotline message or website, capture
phone number or email, they contact use by phone, fax or email, or we call, fax or
email them to follow-up on their response. We sell (take orders) them by phone, fax ,
web and email
387.
Sign up for a free report, series of auto responders, get them to buy, automate the
purchase so they are on autoship, offer other products, affiliate program, tell-a-friend
program, etc.
388.
sign up to monthly newsletter, buy ebooks, request response on quality of ebook,

carry on newsletter, reapproach with new products, offer discounts, refer friends.
389.
Since the inception of the web. Most of our new clients come from web access offers
we have made, others come from our marketing to all of our competitors schools
offers to buy from us. We do our best to provide something that even our
competitors would want. We are just starting to work on a referral program.
390.
Somehow we obtain the lead (word-of-mouth, from vendor, newsgroup posting, from
third part, event, accident). We call direct, see what they want, what they are looking
for. Visit them onsite or over lunch. If we like each other, move on to getting contract
and work order(s) squared away. Work closely with them to get work done to best fit
them. Final work handed off. Shortly after, we call to see how things are going.
Periodic follow up calls thereafter.
391.
Someone calls me, I personally schedule a complimentary initial consultation where

I listen to their wants and needs, discuss the range of service options that are
available, schedule a follow-yup meeting to present a proposal and tour a project if
necessary. I stay in contact with them on a regular basis until a decision is made.
Throughout the project, I am in constant communication with the Client to see if
there are any expectations that are not being met; the Contractor to see if there are
any areas of project documentation that could be improved; Building Officials to see
if there are any aspects of the documents or the projects that could be improved.
392.
Someone orders and I send them a followup postcard 30 days later.
393.
Sorry, as today i have not rich case like .
394.
Starting with a referral or person that has expressed an interest, I will get them to
complete and sign an application which I will compare against a list of financial
sources that can provide those services. If none exists in my database, I will locate a
financial source followed by a call to assure that the source will fund in the client
industry. Once a potential source is located I will send them the application. I stay in
contact with the client and set up any meetings between the client and fource until
funding is approved or declined. In the later case I will continue to shop around for a
source. Once approved and the legal work is completed, my immediate job is
completed.
395.
Still being developed.
396.
Still learning this.
397.
Still very early days, so an answer would be difficult.
398.
Subscribe Follow up thank you Restating benefits Selling product at favourable price
Customer buys product Upsell product Customer buys multiple product If they buy
multiple they qualify for inner circle membership If they dont they get a message
that they need to get there. Membership with rewards Feedback from members (to
qualify for membership)New loop of selling products to members Sell to subscribers
Page 821

separately and upgrade them to members.
399.
Target organisation by telecom spend, geography and multiple sites, telecanvass,

visit (use testimonials, case studies etc.), Qualify, discussion document, feedback,
final proposal/presentation, close, ask for referral, serve well, obtain testimonial, sell
additional services based on good track record
400.
TBS
401.
Telemarketing call, appt, face to face visit, prospoal, close. No referral system.
402.
Telemarketing, sales calls, site visits, closing, follow up
403.
Telephone or email response to inquiries. quotes. follow thru on quote. if order

placed then follow through after for other jobs or repeats.
404.
Telephoning and ads generate most enquiries. We then send out info/samples.
Owing to the nature of our business, we have to sit and wait for the response and
cant request repurchase.
405.
Telesales generate the appointment, Sales call, Follow-up sales call when the client
is closed, occasional referrals etc.
406.
The business before never had one, everything else is being developed from
scratch!
407.
The clients came to my office for a first meeting. I'm trying to get him as my client.
408.
The cycle is quite often a one or two call close. After the needs assessment, we
determine if there are other services to be provided. If so, we contract for them.
When one project nears completion, we determine if any other issues have come up
that we can help with. We have had many long-term clients.
409.
The first lead is often friends who are invited to our retail shop cum membership
center. Alternatively, they are callers who respond either from the internet or
newspaper articles and magazines. Or walk-ins. Once they purchase, there is a
follow up system (not as tight as it should be) to ask them for feedback, and to
encourage them to re-purchase. They are also informed that if they make referrals,
they will attain loyalty and reward points which lead to either free renewals or gifts.
410.
The lead is generated by a salesperson who seeks product information and pricing
from me. Later, after they become a client, if they complain about pricing or their
issue a new RFP, I review their account to determine if they would benefit from
some training or a change in deposit type or if their volume would qualify them for a
discount.
411.
The lead may be direct ie door to door as the service can be performed in ten
minutes, further house contents (assets) is offered now or at a later time. A colour
brochure is left for their friends and their referral is the yearly warranty
412.
The person calls and I gather as much info as possible to make and informed
recommendation in their best interest. This would involve a customized quote to
meet the customers needs. I follow up as needed to secure the order and arrange
time, special parts of the job, etc. I work closely with the client to ensure that they
get what they need, and try to give super customer service and build a personal
relationship. After the job is done, I offer to sell them copies of the video, CD, or
DVD.
413.
The prospect companies in general pay a small percentage fee in order to receive
payment at the time of transactions and not in the 30 or 60 days that the selling
agreement calls for. Once the small business owner gets the receivable value (face
Page 822

value minus retainer), the monies can be used to either purchase raw materials,
meet payroll, pay interest on outstanding loans, or any other business cash need.
The typical transaction by which Capital Providers is to generate revenues includes
the following steps: a)
The company, through extensive marketing, locates a
prospect client. Once the client is located, a face to face meeting is arranged. b)
At this meeting, the company representative provides the prospect client with all the
information needed about the cash flow benefits of selling the accounts receivables
to a funding source (a factor). c)
The small business owner, account receivable
holder, agrees to engage in a factoring transaction with the Capital Providers, LLC
and a funding source to be selected in advance based on established
relationships.d)
Capital Providers reviews and pre-qualifies the accounts
receivables. Furthermore, the cash flow broker identifies which available funding
source is the best alternative provided the size, seasoning, and results of the due
diligence process.e)
The Cash flow broker, as a member of Capital Providers
team sends the collected information on the accounts receivables to be financed to
the selected funding company.f)
The funding company performs due diligence
process and determines the validity of the account receivables in questions.
Provided everything is satisfactory, the funding source sends payment, minus
retainers, to the accounts receivable owners to satisfy his immediate cash
requirements.g)
Upon payment of receivables, the funding source sends a
commission check to Capital Providers, LLC. h) Once the transaction is completed
the customer gets a phone call to see if he/she has receive the services and results
promised. At this time questions for referrals are provided to the clients. Additional
services provided to intended customers includes alternative ways of business
funding using financial vehicles such: asset based lending, collection services,
unsecured loans, and leasing programs. All financial tools are to be catered
according to the prospects specific requirements and available collateral. In addition,
Capital Providers will provide its cash flow clientele consulting services in the areas
of process analysis, efficiency improvements, as well as marketing strategies to
improve profitability
414.
The referral comes in generally from seeing the publication. The client is assigned to
a salesperson, the sale is made and the client is solicited at the end of the contract.
415.
There is no clear cut system that has been set up to consistently generate sales.
Our first objective is to establish for one quarter the closing of twenty one loans
each month through our direct mail Campaign.
416.
There are multiple communications at the lead stage letting the prospect know that
there is no cost, commitment involved and that I just want to consult to see what is
best for them, regardless who they go with. Once an application is taken I hand the
file off to a processor who takes over until closing time. Post-closing a thank you
letter is sent with copy of appraisal and the bank takes over cross-marketing efforts.
I will contact at least two times a year to request referrals and touch base.
417.
There is no strategic cycle
418.
There is no strategic process.
419.
There is not a set process.
420.
There isnt one
421.
There ist no special marketing cycle in place. The first meeting is free. Then they
get an offer.
422.
These functions are performed by the agents we work with we typically fulfill the
Page 823

contracts offered to us.
423.
This cycle is not in place in the businesses I currently work with.
424.
This is exactly the major problem I seem to be having!
425.
This is something I am interested in learning more about, but do not do at present.
426.
This is something I really need to define.
427.
this system needs work.
428.
This we dont really have in place at the moment
429.
time is about 4 to 6 months. Phine contact to see if they have the funds, then in
office demo and get a feel fo rthe company, then written proposal, then lease
agreement so wwe get paid.
430.
To initially generate leads direct face to face sales calls will be made supported by
direct mail. Once a sale is closed, ongoing correspondence will take place monthly.
Clients will be also be asked for testimonials and referrals. Joint venture partners will
also be identified and approached.
431.
top secret
432.
Touch suspect until timing is appropriate Set phone appointment with prospect Set
Discovery Meeting with Prospect Record Prospects Business issues Set Demo of
Product to address business issues Provide proposal Hold their hand while they
make the decision Sign Contracts Install the Hardware and Software Provide
Implementation and Training Assist Client to GO LIVE on the software Provide
continuing Technical Support Provide Best Practicies Training Provide Upgrades
and additional products
433.
Trade show and preshow marketing; take order, produce and ship.visit cust. With
new products
434.
Tragic isnt it that I havent done this.
435.
Two full time salesmen to follow up all leads.
436.
Under development
437.
Up to each individual producer.
438.
Use purchased market intelligence to identify prospects and their project(s), Review
customer database for names and contact information; if lacking, obtain through
public sources, Call prospect, if unknown and nearby, solicit meeting, Meet or send
marketing materials describing services and the financial incentives for purchasing,
Ask for order, Identify objections, if any, and address, Ask for order again, If sold,
follow up after job asking if satisfied and suggestions for improvement on next job,
as well as referrals to others in company.
439.
Usually the prospect calls to set up an appointment with the front desk for an
estimate. They come in we ask if we can get them anything and have them fill out a
contact survey asking the basic info and how they heard about us, the Ins. Co, etc.
The estimator is called, estimate is written and explained to them and we see if there
is anything we can help with (Ins co, rental cars, etc)
440.
varies depending on the client and the level of desire I have to work w/ them againnot all clients are equal
441.
Various enquiry generating activities such as articles, web siteEnquires come in

through phone, post, email. Graded according to size & heat and passed on to
Page 824

relevant person for personal follow up or into an automatic system that sends out
basic company and product info.In both cases the enquirer is followed up after a
designated time with polite offer of help and ongoing updates about our speciality
topic. This continues until we get a clear signal/purchase. Following delivery of
service we send thank you letter/email and follow up by phone three weeks later,
whilst also keeping them on regular updates system. All workbooks and most
literate has referral requests on them.
442.
Very haphazard. Mainly referals from clientele. Establish relationship. Create

needs list. Priortize. Decide on course of treatment. After complete Reinforce the
need to continue monitoring and ongoing care to realizeThe fullfilment of the long
term goals for them that we have established.
443.
Very sporatic
444.
Virtually all of our business comes from word of mouth. A new Case Manager will be
referred to us either by her firm or by a colleague already doing business with us.
They will either request information or, more likely, visit one of our centers. Our
manager will describe what we do, how it benefits the worker, what the Case
Manager would normally get from us. At the same time, she will identify any special
requirements or preferences that the Case manager has and emphasize that these
can be delivered as well. Once the case manager starts an injured worker with us,
we work intensively with him/her especially during the first month. We will contact
the case Manager in the first 2 weeks as well as meet with him/her in 30 days. Thos
contacts are designed to ensure that there are no problems that we have
overlooked, that the Case manager understands what we are doing and that s/he is
comfortable with their decision to place the worker with us. Subsequently, it is a
maintenance task until the end of the workers program. Before the end of that
program
445.
We ask our patients to refer friends and family, when they come in we give them the
best service and use consultative selling for treatment planning, lead them to set up
an appointment to get treatment, we write a letter with gift after first appointment
(and mention that we accept referrals), during treatment we talk about their life,
ask questions and get to know the patients build a rapport. After large cases we
send a gift and thank you note.
446.
We ask patients to send family and friends and then reward them when they do with
movie tickets or and dinner at a nice restaurant
447.
We canvass for a new client, we send a van around , it services the clients, we
make follow up calls to check all is ok every so often
448.
We contact current clients and ask for a reference. We then contact their lead and
present our products
449.
We convert suspects (our basic e-mail list of fellow trade association members) to
prospects (our Registered Users see answer to question 75) through free
subscriptions to our monthly research newsletter and occasional free reports. We
promote existing reports on our website and through the newsletter and separate emails, and occasional phone calls (this is probably my weakest area). I do follow-up
calls to clients, and tell them about a new report we have published or are working
on. Ive asked one fellow at a cable industry trade association (who ordered one of
our reports and was very happy with it) if he knew anyone in the industry who would
be interested in a new report we had published, since he wasnt interested. He said
yes, and despite my following up a few times, nothing came of it.
Page 825

450.
We create a client after going through the sales cycle and they buy as needed. We
are changing this to better understand their needs and better get in front of those
needs.
451.
We do Lead generation - we email leads Autoresponder Send to website send

requested FREE mini-course follow up by autoresponder to backend & cross sell
products (to create retail cash-flow)- then we introduce them to our newsletter and
introduce them to our main business.
452.
We do not have a plan in effect. All followup is done by phone .
453.
We do not have follow up at this moment, we are advertising on the Internet and
when customer rings we are closing the sale.
454.
We dont yet have an effective system
455.
We find them by word of mouth, they are happy with the USP, clarify the goals,
agree the contract, ways of assessing progress, give comprehensive support for the
client, they are usually happy to pay on time. At end of work, period we ask for
referrals; follow up approx every 6 months
456.
We generally get an introduction to a key industry leader, meet with them in person,
provide them with relevant materials/testing results, identify how we can work
together to move forward. This generally takes several meeting, but it is almost all
face to face.
457.
We generally put on free workshops at the local high schools and elementary
schools. At the high school level, were showing how to survive planning and paying
for college. At the elementary level, were showing families where and how to save
for college. After the workshop, we offer each attendee a free consultation. Most
families take advantage of this. At their meeting, we review there concerns, and
ours, calculate their estimated out-of-pocket college expenses, review our services
and how they can benefit from working with us and then close the sale. Once
theyve signed on as a fee paying client. Well schedule a follow up financial
appointment. This is where were looking to go after financial services.
458.
We generate leads for our marketing efforts either through direct referral from our
patients or by going out into the community and doing presentations or screenings.
When we acquire a list of contacts, we follow up with a letter and offer inviting them
into the practice for a reduced fee or free initial evaluation. If they have given us
permission to do so (by writing their phone number on the contact me line) we call
them to follow up with information or to make an appointment for an initial
examination. On their first visit, we begin with referral references in the initial
consultation, particularly if they were referred to us by an active patient. We make
sure they know that we accept and appreciate referrals from our patients and ask
them to thank the person who referred them in. During the consultation we plant
referral seeds about friends and family who may be experiencing less than total
health as we explain the purpose of our care and the unique approach to health that
we offer. When we complete the initial examination, we remind them that the initial
visit offer is available to their entire family for the next two weeks and invite them to
arrange an appointment for them. They then watch a 10 minute video which talks
about chiropractic care, its importance to health, family care, and referral of friends
and family, while we develop their x-rays. They are them scheduled for their report
of findings visit where they return to hear what we found and to receive our
recommendations for their care. The referral concept is reinforced during the report
visit once again and they are asked if they have spoken to anyone about coming in
to get their spine checked. If they choose to begin care with us, they are next
Page 826

scheduled to return for our New Patient Orientation / Special Report where we
provide a 30 to 40 minute class on how to best utilize chiropractic care. The class
covers the basis of chiropractic care, the unique approach to health that chiropractic
provides, the long term benefits of chiropractic care, and the importance of referrals
to their friends and family who may not know about this yet. Our entire educational
process is designed to move them from the gotta pain, quick fix, medical care
mindset that most people show up with to a long term wellness attitude where they
include chiropractic care as an integral part of their regular health regimen to
improve body function and maximize life. This all reinforces their decisions to begin
care and to ultimately continue care well beyond their pain or condition which is
where the real benefit of chiropractic care lies. We generally receive 80% of our
new patient referrals in the first three visits when the new patient is most excited
about their decision to begin care and most open to telling others about it. 90% of
the new patients who participate in our full educational program will complete an
initial care recommendation of 6 months and 65 visits. Of those, 75% will choose to
continue beyond their initial care phase and begin a Wellness Care program which
is designed to be a lifetime care program.
459.
We get calls asking for additional information, the secretary or my self return them to
answer the prospect questions, then sale is closed or not. We only occasionally
advertise intermediate courses among former graduates, we do not have a
systematic approach
460.
We have a database full of about 9000 motorcycle dealers. Sales reps pull leads
from the database and call to introduce the company. Reps use a sales script. If
time allows on that call we do a web demo of the product go through the sales script,
ask preclosing questions and ask for the order. If we dont get that far on the first
call we will send a fax and/or mailer and schedule time to follow up and close the
deal then. Sometimes it may take 1-4 calls to close the deal. Follow up after the
sale is shipping out the product with marketing collateral and POS materials. Sales
rep calls to train people in the dealers how to sell the product to their customers.
Once the dealer starts selling the product the begin to reorder as they sell them. As
far as referrals, the sales reps ask about other dealerships that can be referred, but
we dont have a formal referral program.
461.
We have a very defined market. Usually clients will know all the players in the
market based on their presence over the years at conventions and trade shows.
When they feel they want to look at software they will call all the vendors and ask for
a quote and demonstration for their council. Each vendor will come in and display
their solutions. They then try to come to a decision over the next weeks, months or
even sometimes years. At that time they will call and set up an installation/training
date.
462.
We have a very long (2 10 year) sales cycle. Define customer requirement Submit
technical proposal Feasibility study Submit working samples and prototypes
Customer testing Results analytisis and modification to requirements and proposal
Commercial proposal Formal contact negeoPre production Orders Mass production
orders End of life and spares and repairs orders
463.
We have not previously had a comprehensive strategic marketing cycle as you

describe. In the past, we have generated the lead either through cold-calling or via
referral, the lead has been followed up with a phone call and variously an in-person
sales call and/or provision of follow-up materials. After the sale, email follow-up has
occurred periodically with offers of additional assistance.
Page 827

464.
We have not won any new business, only working with existing customers.
465.
We have people come to us at expos, where the leads are generated we give them
our contact info and leave it up to them ( 95% of the cases) to contact us the
exception is when we are asked by them to follow up w/ them once in a while we get
a phone call / email to follow up w/ another company, so we oblige and follow that
lead per phone call.
466.
We honestly do not have a marketing cycle. I know we should but we do not.
467.
We just deliver great service. when the client reports how good he is feeling and
doing, we get him to tell us, write it up and encourage him to share it with others,
and we do thje same with his written report by sharing with current and past clients.
468.
We just keep talking to people
469.
We present the line to a buyer, if he likes it we make an specific propusal and

planogram to fit his needs. If he accepts an initial order comes by and then we must
go to each store to take care of inventory, exhibition and product replenishment.
470.
We prospect is in your store by first giving them a business card. Next, we try to
know the prospect. We use story from the existing marketing literature and explain
the difference regarding the Quality Construction. We walk through the hot tub
models while actually sitting in a dry hot tub with the prospect to show them just how
comfortable it is even without water. We try to pre-qualify for the Convenience to
Buy Preferred Client status, just like they would for a mortgage. Then they can shop
with ease. Its a convenience level exclusive and private branded. We could present
them with your monthly offer, the 30 Day In-Home Trial. Its very important to get
their name, address and phone number. Without a lead to follow-up, a business will
not survive in the long term.
471.
We provide information, we assess interest level and questions it generates, assess

level of early adapter sales, provide repeat informational pieces and assess levels of
sales with each piece, look at group effects and testimonial effects, provide regular
direct and mail/email thank you, present sales and special event opportunities,
assess interest in other products, build on new information in media to develop new
and increase back-end sales. Contact referrals by phone and/or mail.
472.
We receive a phone call, generated from some source (Yellow Pages; referral;
depot signage; etc.). The caller expresses their interest in a container and asks the
price. We than ask more questions about their intended application, educate them
on the types of boxes available and the various grades (condition) they can obtain.
(If its a hire, we only rent our A grade boxes.) From there we get their email address
and send through a written quote, based on the conversation, plus a digital photo of
the box(es) we recommend, and a copy of our Assurances. A day or two later (if
they dont call us back) we phone to see if they are still interested in a container. At
this point they will either say yes, no or Ive got to go and talk with X. If they say
yes, we take the specifics of the delivery (address, date, location within the site,
direction doors facing nth, sth, east or west ) and then book our delivery contractor.
If its a hire customer, we send out the Credit Application and Terms Of Hire
documentation. Then, on the due day, the contractor delivers the box to the site. 24
48 hours after delivery we phone to check that everything is OK.
473.
We receive leads from clients that we are meeting with on their second appointment
(we have a two appointment cycle). We send a letter to the lead and then follow up
with a phone call to set the appointment. We go to the first appointment, gather the
information, and set the second appointment. At the second appointment, we bring
Page 828

back the personalized get out of debt plan, write any applicable business and get
referrals, and the cycle repeats from there. There is no repurchase cycle.
474.
We run commercials generally on TV for the weight loss offering a free consultation.
The prospect calls about the programs and we suggest they come in for free 20
minute consultation. We call and remind prospect day before appointment. At the
consult a weight loss technician reviews all programs and answers all questions. If
they start that day then we send welcome letter encouraging referrals by giving
discounts. They repurchase by being scheduled to come back in either 1 or 2
weeks depending on their program.
475.
We send an obit mailing at-need and allow them to contact us. Once they contact us
we work with them to design a memorial. When we send a layout, we include an
information piece about our flower program. Upon completion, we contact them and
send them a warranty.
476.
We send Emails, brochures, flyers, letters, to contact people, by phone or personal.

We explain our business and try to close the sale.
477.
We send out a newsletter or an audio cd, next we follow up to answer questions or

concerns. We ask them if they would like to participate with an exclusive team of
advisor with no down side. Most convert to customers
478.
We send out direct mail or people just call us for hinese food delivery, we send out
menus with all our new customers.
479.
We send out the direct mail. Then calls come in and do the follow up
480.
We take the order at the seminar and that is it (I almost feel like apologizing to
you.)
481.
We tele-prospect, qualify their needs, once a need is identified, we sell the

customer, after the product is delivered, we follow up for the next order.
482.
We use direct sales at the fair. When they pass your counter there gone. We use a
free drawing; we clean their ring for 25 cents. We step them up. There has been no
plan to set up a repurchase program. If they wanted Elvas Jewel Joy they had to
come back to the fair next year. I have never had a program to generate referrals.
The client sent me referrals on their own. ALL OF THAT HAS CHANGED NOW
STARTING THIS SEASON IN JUNE.
483.
We wait for people who discover website to ask to join. Add to membership and
mail reports twice a year.
484.
WEB Site, Trade advert or target e-mail response leads to sale. Sales have been
one-off with little repurchasing. But will look at referral generating.
485.
Web/fac contact/ tel call from prospect/in office or tel interview/result letter
486.
Website get reciprocal links, etc., people visit the site and buy products, we
acknowledge and encourage additional purchases. In-person advertise/announce
availability for Gardening Seminars, arrange and conduct, then sell products at
Seminar conclusion, maintain names and addresses for later follow-up invitations to
buy other products.
487.
Well with my log homes my leads are given to me and I follow up with a phone call
and then mail and another phone call. I have not closed a deal yet, it seems that
people are always waiting or they find the homes are to expensive for them and then
they go another direction.
488.
What we are planning on doing is to use direct marketing through a master letter for
Page 829

lead generation. We will offer a free report, send marketing pieces to those that
responds. We plan on using newsletters via mail and e-mail to keep in touch with
our customer base. We need work on referral generation.
489.
When a lead comes in from a referral, fax response or lender approval list, we ask
questions to determine their needs, describe our services and how we feel we can
help them, e-mail or fax information/direct them to our web site
490.
When a lead comes to us we put it on a lead tracking spreadsheet along with the
source of the lead and any notes.>From this lead we try to identify opportunities that
we can turn into paying projects. We move these onto a new spreadsheet described
in a question above. The contact at the prospective new client will be contacted,
and its our job to get a face to face interview. We will not respond to RFPs without
first getting a face to face meeting. Actually, we tend to avoid RFP situations, as
there tends to be too much competition, and its primarily evaluated on a cost as
opposed to value proposition. Once we get a face to face interview we attempt to
sculpt the opportunity into something we can then write a proposal for. The proposal
includes a high-level description of the project, a fixed cost, and a schedule. We
also include a list of next steps so that the client know what we would like to happen
next. Once the proposal is written, we follow up to get their reaction to the proposal
and then to start a Master Services Agreement contract. We generally try to finish
up the agreement in two weeks. We invoice for each deliverable on our projects.
When the project wraps up, we will try to put together a proposal for a follow-on
project which consists of a list of things the customer identified originally but was
willing to defer in order to keep the initial project costs down. We also tend to
identify new project opportunities just through the work were currently doing, or by
talking to the client or their other vendors. We also ask for three referrals to other
companies in the clients own network of contacts that would benefit from our
services. To these referral clients we usually offer some sort of discount on our fees
and attribute this to the referring client in order to garner them additional good will
with the new client.
491.
When a person comes to web site sign up on newsletter (or buy immediately), get
a series or autoresponders, calls to action, regular weekly newsletters, backend
offers
492.
Word of mouth, telephone call, little follow-up on leads or referrals.
493.
Write sales letter to targeted young execs, 3 letters in all, 1st leter telling them I bring
something new, totally unprecedented in Pakistan that will increase their profits by
350% but not revealing what to intrigue them,. 2nd letter tell more, position
myself, rant my intriguing. Gripping USP, create desire. 3rd letter invite them to
come to the free seminar, their last chance to attend for free, becaue Ill be very
costly.
494.
Yada yada yada
495.
Yellow pages response query via email. Send message back asking for fuller details
so I can send more info. Send the info leaflet along with business card. After
consultation send invoice or receipts along with further cards and another leaflet.
Write to patients own family doctor informing them about my care and enclosing a
leaflet and a card.
Page 830
Question 46. How do You Currently Prospect and Generate for

New First Time Buyers?
Question 46. How do you currently prospect and generate for new first time
buyers?
1.
1) Advertise in Australias premier property magazine.2) Guest appearances in

other Wealth Creation seminars.3) Free air by supplying topical stories to one
Current Affairs producer ... about 3 4 per year.
2.
1) Receive leads from two sources, 2) get on "provider lists," 3) give presentations
and write articles -- 4) also just teamed up with an associate who has a large
backlog of contacts so that we can offer them new solutions.
3.
1) Referral, Repeat; 2) web; 3) books; 4) special reports
4.
1. We work the Fortune 1000 list from top to bottom. 2. We ask our existing clients to
recommend us to their clients.
5.
50% comes from Yellow Pages, 30% from customer referral, 20% from other
sources (web site; depot and vehicle signage, drive past / walk in; etc.)
6.
55 Yellow Page Directories and Qwest online
7.
a) referrals from other of our host/beneficiary partners and our customers; b) through
our internal corporate network (which is not working today); c) commercial building
market new-project-lead publications; d) networking; e) participation in relevant
organizations
8.
Actually I dont
9.
Actually I own a database of potential customers and they are promoted on a

regional basis depending on the logistics for delivery the product.
10.
Ad in yellow pages
11.
ads
12.
Ads in the newspaper, press release, info packets to physicians, one-on-one

discussions with docs and patients
13.
Ads, business cards, referrals, cold calls.
14.
advertise
15.
Advertise as above.
16.
Advertise
17.
Advertising
18.
Advertising television, radio and billboards.
19.
Advertising in newspapers, mail drop.
20.
Advertising in weekend papers
21.
Advertising, referrals
22.
Advertising, referrals
23.
--Again referrals
24.
All business is referred by my centers of influence
25.
All internet based lead and prospect generation: PPCs, lead companies, search
engines, creating lists.
26.
All the time
27.
Alliance, referrals, terrible ads..
Page 831

28.
Alliances, Ads, Referrals, Mail Lists, Phone & E-Mail
29.
Almost exclusively thru existing client referrals
30.
Already answered
31.
American Business Lists, Inc compiled lists
32.
Annual mailings to decision makers. Perform at showcases everyyear.
33.
ask all clients when contacting them; stop in cpa offices; give talks at ltc facilities and
affinity grps
34.
Are you asking about leads? I telemarket.
35.
Article submissions and joint ventures.
36.
articles
37.
Articles in well known publications and affiliate marketing through complementary,

already established websites.
38.
Articles on other websites, Links, Business cards. Hoping to hold free seminars too
39.
Generally from referrals, or from someone seeing a speaker at a conference and

showing an interest when/if followed up.
40.
As referred above, I call at least 25 new prospects each month that have asked for
information on building a home based business. This is in addition to the residual
group that accumulate month by month.
41.
Ask for referrals from current patients, pharmaceutical research studies
42.
Ask for referrals, go to networking events
43.
Ask for referrals. Speak at service clubs. Talk to people at fund raisers.
44.
Ask or get referrals
45.
Asking for referrals
46.
Asking for referrals; face to face cold; letter program with telephone followup; mail
outs to list
47.
Association meetings right now. I also pick up names from news stories and the
Internet.
48.
At parties and gatherings just talking. Attempting to get them to chase me, not
working very well at the moment. Most people do not have a existing database so I
have been trying to make mailing to a blank database work.
49.
At Tai Chi Chih conferences, workshops & trainings
50.
At the moment, we depend on referrals, personal contacts, and clients bringing nonclients to our seminars and educational events.
51.
Attend meetings, meet people, try to get a relationship going
52.
Attend networking events, search websites, send brochures with follow up phone
calls.
53.
Attend wind generation seminars and conference throughout the state of Idaho.
54.
Auto dialer and email blasts
55.
Besides clients and other referral sources mentioned above we have quite
unsuccessfully tried mass mailing from lists of retirement funds or high net worth
individuals in Ohio ; also direct telephone campaigns to these lists yielded almost no
results
Page 832

56.
By ads and word of mouth.
57.
By attending business meetings and calling organizations and associations.
58.
By drawing thru Search Engines, Targeted articles & Promotion to web site &
achieving the highest level of conversion possible. Also, use of updated content &
newsletter to convert green cherries when theyre ready..
59.
By maintaining continual contact with the Case Management firms who employ the
Case Managers
60.
By networking with current clients/partners, industry experts etc. Referalls and leads
gained here. Spend a lot of time now working with the few trusted long term partners
on building their supplier base because this helps us.
61.
By putting a lot of effort into internet marketing many new visitors to our site are
through search engines. Also in strategic partnerships with other firms
62.
By putting a lot of effort into internet marketing many new visitors to our site are
through search engines. Also in strategic partnerships with other firms
63.
By referral only.
64.
By search engines right now. I have limited time since I am a ONE MAN operation.
65.
By using database and sending out brochures followed by telephone contact.
66.
Call them by telephone or run a ad on the pennysaver.
67.
Call ads, Internet, real estate agents.
68.
Call friends, make new friends on planes, in stores, leads groups
69.
Call or visit
70.
Call them and propose the line or at trade shows.
71.
Calls based upon download leads from our software partners macromedia and
Microsoft
72.
Cannot handle new customers so we dont prospect for them.
73.
Capital Markets are very transparent. I look for companies with a minimum
$10million market cap (higher is some sectors) that want to proactively communicate
their growth strategy and perhaps that are having difficulty doing it (i.e. poorly
understood on the street)
74.
Chamber of Commerce-sponsored seminars
75.
Circ: Web, newsstand, and free issue brochure in Pocket PC packaging

Advertising: Editorial team hands new product leads to advertising team. We
maintain a public data base of all known Pocket PC products on our web site.
76.
Classified ads
77.
Classified ads and real estate magazines
78.
classified ads with free reports
79.
Classified ads, flyers, doorhangers, and with employers.
80.
Classified advertising and DM to companies hiring new sales or marketing

managers.
81.
Cold all, letters.
82.
Cold call and referrals
83.
Cold call from my data base (which I refresh annually with new data)
Page 833

84.
Cold call, call expired listings, for sale by owners, advertise homes for sale.
85.
Cold Calling
86.
Cold calling
87.
Cold calling a specific group of home owners with follow up calls until a yes or no is
achieved. Asking for referrals after sale is completed.
88.
Cold calling and referrals from existing customers.
89.
Cold calling from trade association lists and intelligence such as newspaper
articles.
90.
Cold calling is the main way. On occasion, well get referrals or introductions.
91.
Cold calling leads
92.
Cold calling, booths, ad in newspaper
93.
Cold calling, email marketing, trade shows (very selected), invitation to educational
sessions and information sessions.
94.
Cold calling, referals from past clients or local professionals (eg lawyers), letter box
drops, visitors to open homes.
95.
Cold Calls
96.
Cold calls and referalls
97.
Cold calls based on industrial directories
98.
Cold calls or referrals
99.
Cold calls or warm calls, some referrals.
100.
Cold calls predominantly. Some are referrals.
101.
Cold calls, letters and telephone
102.
Cold calls, mailers
103.
Cold callswarm callspersonally visiting people.
104.
Combine direct mail, telemarketing, and e-mail. Hosts obtain introductions from
firms who have the clients I want
105.
Comes from already happy current patients.
106.
community speaking, writing articles, special topic workshops
107.
Contacting Attorneys, Real Estate Brokers, Mortgage Brokers, Title Companies,

etc. for referrals
108.
Coupons to drive them in
109.
Cultivate other professional for referrals
110.
Current patient referrals, media ads
111.
Currently using mailing list based on demographic information
112.
Data bases and straight cold calling using a very well defined script etc etc.
113.
Data out of all sources 'heard from', papers, internet, ...Salesletter followed up by
phonecall, sell a meeting and sell product. Referals from clients. Advertising in
media, online and newspapers
114.
Described above.
115.
Direct calling using the telephone
116.
direct mail
Page 834

117.
Direct mail letters sent out to targeted market a minimum of 3 times.
118.
direct mail & referrals
119.
Direct mail (UK).Search engines and IOMA's mention of my beta-test requirement

(US)
120.
Direct mail and some personal contacts
121.
Direct Mail and Telemarketing
122.
Direct Mail and warm contacts at Chamber of Commerce meetings.
123.
Direct mail and web.
124.
Direct mail from generated lists.
125.
Direct mail primarily.
126.
direct mail target list
127.
Direct mail to companies I find in business newspapers, on Internet, or on signs on

buildings
128.
direct mail to SIC specific mail lists of small biz. in biz less than 3 yrs and with less
than $3mil. in revenue.
129.
Direct mail with postcard the first time. Then send a business card, brochure and
personalized letter. Third contact is my current newsletter. These are names that I
receive each month that have responded either via the FramerSelect website (find a
framer/would like more info) or have sent in reader service cards from major
magazines (Conde Nast Travelor, House & Garden, Victoria, etc.)
130.
Direct mail, mostly direct sales calls
131.
Direct mail, networking at C of C events.
132.
Direct Mail, Referrals & Attending Microsoft events
133.
Direct mail, telemarketing
134.
Direct mail, telemarketing.
135.
direct mail, trade shows and industry publications.
136.
Direct mail, TV, being involved with a fund raiser.
137.
Direct mail, website, networking,
138.
Direct Mail, with follow up phone calls, and promotional CD.
139.
Direct mail.
140.
Direct mail. Cold calling. Referrals
141.
Direct mail. Free seminars. Cold calling. Some PI advertising if can get it.
142.
Direct mailing mostly.
143.
Direct mailing, phone book advertising
144.
Direct mailings IMedia pro CDs Client events Financial Planning for existing
company clients
145.
Direct marketing
146.
Direct marketing to execs, referrals, media releases
147.
direct recruitment at live presentations, brochures at specific events
148.
Directories, Rolodex, Referrals
149.
Directories, Rolodex, Referrals
Page 835

150.
Display/classified ads, radio, referrals from Realtors
151.
dm
152.
Do nota future thing if tail-winds can be used.
153.
Dont have a really good plan.
154.
Dont specifically
155.
Dont specifically
156.
Donr by subcontractors
157.
Don't at the moment
158.
Door to door, show promotions and fundraising organisations
159.
Downloaded evaluations of our software, Channel partner leads, Host-beneficiary

leads
160.
Dream 100referral from existing marketing partnerthen we work their base
161.
Either by calling or sending letters to prospects.
162.
Email , fax, phone call, cold call. sales letter, seminar, existing clients Hold seminars
for various business organistations
163.
Email campaign to 2000 realtors: 3 emails per week using Greg Frosts pdfs Mail:
mail postcards to top 400 realtors monthly
Mail letters to top 400 realtors
monthly
Have 3rd party mail (title, other realtors) to top 400 realtors Mailed
audio tape with 20 top realtors in-depth comments about us Voice broadcast; trouble
implementing, but plan to top 400 realtors monthly Website including Audios of 20
top realtors in-depth comments about us
164.
E-mail campaign, letter drop/direct mail, cold calls by phone & in person.
165.
Email marketing, affiliate marketing, networking at events where people are strong
suspects (i.e. Robert Allen events and other similar gatherings).
166.
Email, word of mouth, referrals
167.
Email, fax broadcast, telemarket, personal visit
168.
Email, faxes, and phone calls to the Buying Group members.
169.
Emails, yellow pages advertising, newspaper advertising, referrals, trade shows,

home shows, special events, billboards, promotions.
170.
E-newsletter
171.
Exclusively through referrals
172.
External talks and internal referrals.
173.
Fax marketing offering special reports.
174.
Fax response letters to a targeted list
175.
Faxing schools
176.
Field days and advertisements
177.
Find need , inquire, cold call, send buying criteria report. Follow up. Sell
follow up
178.
First time buyers come through referrals OR yellow page ads primarily
179.
Floor Time
180.
Follow on leads based on information from associates about what is happening in

different companies, ask for referrals from existing clients and make cold telephone
Page 836

calls to potential prospects.
181.
Forum posting and JV, a little bit of Search Engine traffic
182.
Free ads, ffa post.
183.
Free software on shareware sites like www.cnet.com
184.
From customers lead system
185.
from membership lists and trade directories
186.
From recommendations from existing clients
187.
From the book phone and referrals.
188.
Gathering of info from boards and databases, research
189.
Generate referrals from current clients (95% are unsolicited)
190.
Get visits to website for Internet sales and contact local fraternities for sales.
191.
Go out and meet business people at local business/networking events.
192.
Go to the Merchandise Mart and wait for them to approach us.
193.
Great idea Jay! Im mostly working referrals and selling additional products to
existing clients
194.
Handbill and salesmen
195.
Have a dedicated Origination team who identify currently unrated entities in Europe,
Middle East, & Africa. These people are targeted and contacted with a view to
arranging a face to face meeting to describe the benefits of getting a rating, how the
process works, what our company can do for them.
196.
Having a booth at the expos, for our product needs to be felt ... for it looks to simple,
gadgety to be working .... closing ratio at least 30 %, depending on event.
197.
home shows, newspapers
198.
I am still working on this, but planning on ads in local papers and target focused
bulletin boards in local offices. After that I will get a direct mail and internet mail
campaign going where I will probably start with a rented list of previous buyers.
199.
I ask people how do they manage their finances. Then I ask if they would like to
learn about my company and how we can help them become financially
independent.
200.
I attend seminars and cocktail parties. Have conversations with people whenever
possible about the service I provide. Im looking to enhance my prospecting through
the creation of my Network Exchange on my Web site (see the answer to Question
12 above).
201.
I don know how to do that.
202.
I dont (4)
203.
I dont apart from above referrals and yellow page ads
204.
I dont. They typically come to me.
205.
I find their ads on the web, and I look them up in the National Referral Directory
206.
I find their ads on the web, and I look them up in the National Referral Directory
207.
I get information from yellow page, CD data, ...
208.
I have an ad by the labor exchange
209.
I have contracts at various different fairs. We clean their rings to show how Elvas
Page 837

Jewel Joy works. We educate them on the product.
210.
I have not focused on these. They may turn up during normal marketing
211.
I have relationships with email publishers and adv. Agencies with over 100 million
opt-in emails. I work on a CPA basis with them. I run DRTV spots and some trade
shows
212.
I have the Association book which I use to contact conference organizers.
213.
I intend to give a free seminar
214.
I know of particular ezines with particular type clientele where I submit articles or ads
215.
I look for hosts and strategic alliance partners in niches I want to market to.
216.
I make calls on generated market-selection-lists.
217.
I make contact with leagues, teams, coaches, and sport skills training programs.
218.
I make regular contacts with people Ive worked with in the past and seek referrals.
219.
I offer free subscriptions to my paid newsletter to related marketers and businesses,

so that they will refer their paying customers to me. Then I try and sell them one or
more of my products. I also use my free newsletter as a hook to get contact details,
as well as many features on my website that will encourage a new prospect to part
with an email address to enable further contact.
220.
I offer free subscriptions to my paid newsletter to related marketers and businesses,

so that they will refer their paying customers to me. Then I try and sell them one or
more of my products. I also use my free newsletter as a hook to get contact details,
as well as many features on my website that will encourage a new prospect to part
with an email address to enable further contact.
221.
I recently went down to city hall to get the new business list and to solicit them via
the phone. There a few networking groups that I plan to attend.
222.
I send an article to demonstrate that I do understand their number one problem in

which I describe my solution process. Then I send a follow up letter in 4 weeks
followed by a call or a second letter.
223.
I send post cards to my target market driving them to get a special report from a
hotline or a special web page.
224.
I subscribe to the FSBO lists and print expireds every day and call expireds and
fsbos every day.
225.
I tell almost everyone I know that I am a massage therapist. I hand out monthly
specials flyers to the tenants in the shopping center where the day spa is located. I
trade treatments with the personnel in the day spa and they then refer their clients to
me.
226.
I try to make myself and our products know to the sales staff in the various LOBs
within the bank. I do not contact prospective clients directly as the relationship
managers are trained to sell a wide variety of products, not just cash vault services.
227.
I wait for them to call me.
228.
Im out and about at markets, I give reward cards to visiting customers, I wear my
jewellery and the website is in phase one gear towards market info.
229.
If I had card-size ads written, I know to prospect in every local groups benefit
booklet, run the ad in 17 local newspapers from Boomer Digest to Pitt Technology
Council newsletter.
230.
I'm sorry, can't uderstand the question.
Page 838

231.
I'm trying to get referrals for clients. I'm a member in an organization called BNI BUT
IT IS NOT REALLY WORK FOR ME.
232.
In all the ways mentioned
233.
In an unorganized manner.
234.
In our business there are first time home buyers and there are refinances. We need
to definitely develop a first time buyer and move up buyer program.
235.
In person, starting to use alliances.
236.
In person, starting to use alliances.
237.
Industry database
238.
Industry events, other consultants, cold calls, referrals
239.
Industry Guides
240.
Industry journals Industry reference books Exhibitions
241.
Industry research, trade lists, web searches, people who find our website, trade
shows are planned.
242.
Industry trade shows Yellow page ads
243.
Informal communication at social / business gatherings
244.
Initially letter-phone call, then appt.
245.
Internal referral requests primarily
246.
International partnerships and Website
247.
Internet & direct mail
248.
Internet links
249.
Internet marketing relationships
250.
Internet search, contact recruiters that have advertised open projects.
251.
Internet searches
252.
Internet website, network contacts
253.
Internet, newspaper and local supermarket adverts. Soon to do local flyers in the
post
254.
Internet.
255.
Internet. We just added to commissioned salespeople
256.
intro letter and cold calls
257.
It is all word of mouth.
258.
Joint ventures, print ads, and referrals
259.
Just beginning
260.
Just started the approach of special offers to groups.
261.
just talk to them
262.
knock on doors, new business license list
263.
Lead generating ads
264.
Leads from manufacturer and distributors as well as targeted end users (certain
plumbers or builders, etc)
265.
Leads list, networking meetings, and Internet searches.
Page 839

266.
Letterbox brochures
267.
Letters, market research
268.
Letters, our book, Emails, ads, brochures and flyers.
269.
letters, e-mail, faxes, calls, visit
270.
Limitedly
271.
List sharing with non competitive other businesses and phone canvassing for
industry seminars
272.
Listen for health needs and desires
273.
Lists, other similar clients, drive by, referrals etc. Knowledge of the client base in
our region after 24 years of being in the market.
274.
Lists, then call to find our sales target, then send a sales letter and follow up with a
telemarketing call for an introductory meeting to review their needs.
275.
Lists, tradeshows, trade groups, alliances with other marketers to these clients
(specifically, insurance agencies).
276.
Lists.
277.
Little or no prospecting.work referrals
278.
Live seminars, teleseminars, articles in other ezines
279.
Local advertisements in media, purchase of e-mail prospect lists, purchase of

qualified leads form names brokers, asking for referrals from both present
customers and from new prospects who decide not to become involved with the
business
280.
Look at trade/industry publications and newspapers as well as tapping our industry

network for new players in the industry and follow up personally.
281.
Look through newspapers for companies that offer incentives and call them. Also
find out who is using the competition and approach their competition.
282.
Magazine advertising, articles, pay for click
283.
Magazines, online.
284.
Mail brochure to mailing list, also advertise in trade journal
285.
MAIL LIST REFERRALS
286.
mail received from prospects, online lists of upcoming seminars.
287.
Mail, calls, seminars, alliances
288.
Mailers etc.
289.
Mailing list
290.
Mailing list and Yellow Pages
291.
Mailing list of retailers
292.
Mailing to local chamber of commerce list, referals
293.
Mailings, referrals, and host ben. Relationships.
294.
Mailouts.
295.
Mainly by article writing or referral.
296.
Mainly by TV and radio advertising and referrals calling the office and scheduling
free consultation.
Page 840

297.
Mainly referral
298.
many methods (in fact ALL methods rcommended by Jay Ab), but PR works best
299.
Mass media.
300.
meet new influencers
301.
Meet them and sell them
302.
mentioned above
303.
MORTGAGE WORK: telesales plus referrals from clients. Some cross-selling from
accountancy work.ACCOUNTANCY: either from prospect seeing directory listing or,
being referred by existing client
304.
Most of our customers come from referral from consultants. We get a few people
who call us from our ad in the yellow pages. And we get a few people who call us
from the charity work we have done in the past.
305.
Most of our poroducts are sold to large distributors who dominate their industry.
306.
Mostly by referral
307.
Mostly direct mail, Sales call to build awareness
308.
Mostly internet-based currently starting to do more seminars and networking.
309.
Mostly my clients and friends introduce me to new customers. I dont have a web
site, I never advertise, all my telephone numbers at my business are unpublished.
Im not in the telephone book. People only hear about me through word of mouth.
310.
Mostly networking; some ads and direct mail; sometime fax blast invite to seminar
311.
Mostly print including FSIs
312.
Mostly through our referral generation previously described. We also use

newspaper insert advertising offering reduced fee initial examinations and through
our web site.
313.
Mostly warm market.
314.
My links in my newsgroup postings, and my keywords in my web listings in search

engines.
315.
My main focus right now is my Truck And Trailer Equipment Maintenance System
Software. I have a website and generate traffic via the search engines. When a
prospect comes to the site they can download a fully functional trial copy of the
software. I also offer to send them a CD of the software for free. It is a timed copy
that expires 30 days after the first time they run it. If they decide it works for them
after 30 days, they can purchase the product and receive a product key that allows
them to keep using it.
316.
N/a
317.
N/A.
318.
National listings for government jobs, some word of mouth
319.
Networking (5)
320.
Networking and referrals (4)
321.
Networking and word of mouth
322.
Networking with other
323.
Networking, advocates, free speeches.
324.
Networking, through lists of possible clients, through existind contacts or advertised
Page 841

tenders
325.
Networking, website.
326.
Networking. (via events and personal contacts)
327.
Networking; prior business contacts and targeted email.
328.
New companies are found in reference material, magazines and phone books. We
have some large prospects that we have been contacting for years.
329.
Newspaper ads
330.
Newspaper ads - word of mouth promo radio ads
331.
NEWSPAPER ADS, INSERTSHOLIDAY CATALOGWARRANTY REPAIR CENTER

referrals from MfgrsPACKING DEMOS in shop and at ouside locations
332.
Newspaper ads. Word of mouth.
333.
Newspaper and classfied ads in local newspapers
334.
No (2)
335.
No activity other than walk-in traffic.
336.
No time.
337.
None
338.
None currentlywhich is a big problem.
339.
Normally from referrals
340.
Not really except via web site even there it is deliberately understated.
341.
Not too much
342.
Nothing until we started advertising
343.
Obits in the newspaper.
344.
Offer
345.
Offer free sample for people to try the product before introducing them to buy at
hugh discount ( 40 % or more )
346.
Offer them a 10% of the profit generated from the new first time buyers.
347.
Offline marketing I do use methods associated with discussion of topics of mutual

interest followed up by providing/demonstrating a solution to a problem. Online I do
publish a Newsletter and an eCourse.
348.
On the web through search engines
349.
Online forums and free Web adverts.
350.
Only business is from website visitors and leads from magazine ads we place from
time to time.
351.
only over references and training and seminars
352.
Only prospecting is to buyers met through Trade shows.
353.
only through our Internet site.
354.
Only through referrals.
355.
Opt- in email leads.
356.
Our primary source is from an e-mail list of people in the industry who are fellow
members of an industry trade group. We attempt to convert these people to our list
of Registered Users (see answer to question 75), who receive our monthly e-
Page 842

newsletter, and then attempt to convert Registered Users to clients (weve not done
well in this area, but that will change soon).
357.
Outside marketing with individual with numerous contacts.
358.
outside rep cold call
359.
Participation in newsgroups and forums- direct e-mailing to targeted lists- Search

engine optimization- Links from related companies
360.
Partner referrals and Homes magazines.
361.
Pay per clicks, offline advertising, word of mouth
362.
Pay-per-click ads, articles
363.
Peridocal ads, passing out business cards, word of mouth and referrals from others.
364.
Periodic mailings, hosting regional and national workshops.
365.
Personal approach, referrals, ads, agents,
366.
Personal contacts, business cards, referrals from family and friends
367.
Personal knowledge of potential customers; trade associations; trade shows;

distributor clients; referrals; buyer/manufacturing guides.
368.
Phone book (2)
369.
Phone book, referrals
370.
Phone call
371.
Phone call or personal meetings. Anyone we know is a hot lead as we believe all
need our services but we prefer to work with already successful entities.
372.
Phone calls and referrals.
373.
Phone calls, letters, e-mails
374.
Phone, coldcalling and plain old fashion door knocking business to business
375.
Phone, JVs with suppliers, associations, franchisors
376.
Phonecall, visit exhibitions/personal contact
377.
Place short ads in local newspaper giving e-mail address for more info, etc. Use
autoresponders
378.
Placing classifieds for lead generation, sending out direct-response-info-letters,

hosting business-presentation/sales-seminars, follow-up telemarketing-sales.
379.
Plan to e-mail and direct mail.
380.
Please see #45 above.
381.
Post cards, letters, phone solicitation with goal of an in-person call.
382.
Postcards, fax, email in 2 step campaign with free recorded message and web
qualifying
383.
PR Ads Shows , Competitions Give aways
384.
Press reports, publications, sales person contacts, leads from agents,
385.
Primarily from referral or word of mouth from a company representative who has an
experience of our work
386.
Primarily referrals. Limited advertising, as it hasnt been productive. Telemarketing

has also been disappointing.
387.
Primarily telemarketing
Page 843

388.
Primarily with mail-out cards.
389.
Print Ads, referrals
390.
Print advertising and cold calling
391.
Print radio tv e mail
392.
Probably: Ads, commissions to referrals, salesmen.
393.
Promote chiefly through real estate agents. We also keep in close touch with area
developers and are currently contacting governmental agencies in our state for
possible work.
394.
Prospect list; new buyer at trade show; referals
395.
Prospecting is primarily analysing our customer list for our dream prospects and
focusing on them. There are also totally new garden centers. If it is a corporate
entity (Multi outlet, we usually negotiate at the top level).
396.
Providing public training and promote our major products during the events.
397.
Published articles and joint venture deals.
398.
Purchase leads
399.
Radio advertising, church bulletin advertising (business card type)
400.
Radio, Internet
401.
Radio, some TV, dealership referrals, Ins. Co's, etc
402.
Read personal ads and look for new marketing persons in companies and contact
them
403.
Read trade press
404.
Reading yellow pages. Member of BNI(Business Network International)
405.
Referalls from pool supply companies , web site, ads in newspaper and flyers,
telephone book ads. Home shows
406.
References, referrals, cold calls
407.
Referral sources
408.
Referral system described above
409.
Referrals (9)
410.
Referrals (that happen of their own accord) and list purchasing.
411.
Referrals and B&B 100
412.
Referrals and magazine ads
413.
Referrals and Networking (2)
414.
Referrals and show room walk-in customers
415.
Referrals as described earlier
416.
Referrals from current dealers.
417.
Referrals from existing clients no specific formula in place
418.
Referrals from existing clients and occasionally through casual conversations.
419.
Referrals from existing retailers Yellow Pages
420.
Referrals from key vendors and a singular industry web site.
421.
Referrals from patients and physicians.
Page 844

422.
Referrals from telephony providers, and associates.
423.
Referrals, advertise in specialty media (more effective for equipment sales),

endorsements, host-beneficiary offers
424.
referrals, advertising
425.
Referrals, connections
426.
Referrals, Direct Mail invitations and Speaking and Cold Calls
427.
Referrals, Gift Certificate's for Fitness Center to give as a gift for a new membership
428.
Referrals, magazine ads, targeted cold calls
429.
Referrals, new business start-ups, in person sales visits.
430.
Referrals, read industry magazine/newsletter
431.
Referrals, request through email signature, strategic alliances
432.
Referrals, telesales cold calling and trade journal contacts
433.
Referrals, yellow pages and other directories and my web page
434.
Rent a list from a Dun & Bradstreet type organisation and phone canvass it.
Occasionally we will run a specific mail campaign for a specific product and then
follow-up with telephone
435.
Rent lists of marketing consultants, and mail them an initial letter, followed by other
sequential steps.
436.
Review 150 magazines for new developments, stay in touch with top level
management and developers, ask clients about new properties they have planned.
437.
Reviewing purchased intelligence which describes RFQs (requests for quotations)

for drilling rigs. Ask field surveyors to ask people on the rigs where they are working
to identify future users of the rigs (and people they think might be qualified to be
employees). Our problem is we get busy and this task does not happen until we
need work.
438.
Ring up other service providers and offer my skills, Ive lost my confidence to contact
customers direct.
439.
Sales-letters and follow-up calls (2)
440.
Same as above. All buyers are treated as new and first time buyers. We have been
in business for a year and a half and haven't yet got any repeat customers.
441.
Same as above. Either we send out press releases and/or the high schools will help
promote the workshops.
442.
Samples to anyone with employees would qualify.
443.
Search engine placement.
444.
Search engine relevancy. Ads in relevant publications.
445.
Search engine traffic on the Internet is the biggest. Next would come referrals and
joint work with a client from my primary or secondary joint ventures. The various
forms of advertising on the Internet (Pay-Per-Click & high profile newsletter
advertising) along with enticements from my own newsletter and autoresponder
message series. I have purchased leads in the past but haven't been too impressed
with the quality thus far but I hear there are good lead generating companies on the
Internet so I will keep trying this method.
446.
Search engines,
447.
search engines, direct mail, customer referral, focused advertising, supplier
Page 845

referrals, email advertising
448.
Search engines, ezine subscription.
449.
Sell them on the phone first. Make it very positive
450.
Seminars (2)
451.
Seminars advertised through email blasts and newspaper ads.
452.
Seminars and direct mail
453.
Seminars, flyers etc
454.
Send a newsletter annually. Talk with doctors offices, staff freely, tough cases they
are working with.
455.
Small ads
456.
Solicit referrals from existing clients.
457.
Some cold calling; mostly via e-newsletter and offer of free guides.
458.
Some direct mail, mostly cold calls
459.
Some direct mail, some cold calling, networking
460.
Some local group marketing programs but increasingly internet focused
461.
Some targeted email and direct mail, classes in new locations (includes promotion in
institutes mailings, etc.). Also referrals from existing customers and chiropractic and
acupuncture offices that sell my book.
462.
sometimes call and propose painting idea. Put sign in front of studio.
463.
Speaking P.R. referrals etc.
464.
Speeches, publishing, meetings
465.
Spend an hour or so in creative mode, carving out market niche to approach.

Identify key targets. Prepare small questionairre, conversation opener. Start calling.
Create appointments. Measure results (sales cycle, close percentage, etc.)
466.
Store traffic
467.
Strictly thru my web site (link sharing, discussion groups, writing reviews at Amazon,
press releases, search engine optimization) and yellow page advertising.
468.
Study the buyer demographics of the population and entice them into the store
through an initial Grand Opening promotion with a discount coupon or free gift for
just visiting and hopefully through clever usage of the merchandise mix create a
sense of desire in their minds where emotional desires are whetted and they are
salivating so much that they are waiting to haul the products home.
469.
subscrption
470.
Talk to my clients as Im doing business with them. Through my Rotary Club. Going
into other new offices and introducing myself and our service.
471.
Talking with people I meet.
472.
Talks/ seminars/ write ups
473.
Target prospects are generated from local business directories and publications.
Once identified, the process described in question 45 is begun.
474.
Telemarketing
475.
Telemarketing and Referrals
476.
Telemarketing to companies in our region with 100+ employees in certain industries,
Page 846

meeting set up with (supposedly) person in charge of security AND a decision
maker.
477.
Telemarketing.
478.
telephone solicit, factory/vendor inquiry, mailing, advertising, referral, or old prospect
479.
Telephone.
480.
Telephone/postcards
481.
Telephoning new FDs and ads in trade journals.
482.
Telesales mainly with a little bit of referrals
483.
Telesales, Direct mailing, Networking, and Referrals from centres of influence e.g.
bank managers
484.
Thats where I need the biggest help
485.
The actions of salespeople vary (telemarketing, advertising, solicitaion of realtors,

builders, financial planners, accountants, etc.) and past client referral.
486.
The are the new seminar attendees
487.
The calls that come in from listing inquiries and classified ads offering buyer search
services (lists, emails).
488.
The initial prospecting will be media advertising, followed by a strong referral system
once clients have used products for a certain period.
489.
The list of new shows at the convention centers in our area. Also, referrals have
been huge for us.
490.
They call us off of our marketing.
491.
They contact us because of 1) items we have listed on web based inventory listing,
2) referrals from existing customers, or 3) we contact new prospects based on
available information about their activities.
492.
This is under revue in a changing market.
493.
Through ad , direct mail & seminar
494.
Through ads pushing people to our Cruise Consumers Guide
495.
Through advertisements Through referrals
496.
Through advertising
497.
Through agents, eg real estate agents, solicitors, etc. or just by talking to people
about what I do and asking if I can help or if they know of anyone.
498.
Through directories, adverts in magazines, internet, referrals, exhibitions, agents

and dealers.
499.
Through distributors leads. Introduction of how we do business.
500.
Through email lists, personal contacts, magazine interviews, talks, tie-ups with
prestigious organizations.
501.
Through exhibiting at arts & crafts shows and by asking existing customers to refer
their friends to us.
502.
Through existing clients and partnering with other businesses that sell products that
we are able to assist in supporting from new hardware, software and network
implementation to ensure their product runs properly.
503.
Through experience of our oldr operators
504.
Through mailing lists purchased.
Page 847

505.
Through my agent and personal contact.
506.
Through my hosts
507.
Through newspaper ads, although I have had success with Deli Dollars, which is
discounted script sold through non profit organizations as a fund raiser.
508.
Through our network of business and association contacts including lawyers,

bankers and other service providers.
509.
Through people I know
510.
Through people I meet through my full time job or on the street.
511.
Through print and broadcast advertising
512.
Through referals
513.
Through references. On off cold calls
514.
Through referrals and news media.
515.
Through response marketing tactics offering special reports for sellers to avoid
mistakes in numerous areas. Also offer this information for many types of different
sellers (divorce, empty nesters, seniors, move up buyers, etc.) I am in touch via a
21 day mail out program that I have developed also offering free information about
local sale prices in their area, Over the Phone Market Evaluations, Finding out what
their neighbour sold for and Free Insider reports.
516.
Through word of mouth from contacts
517.
Thru internal and external presentations/lectures, thru asking for referrrals, thru lead
generation boves, thru periodical advertising.
518.
thru the internet only
519.
trade directory and direct mail
520.
Trade directory and referral from business contacts and friends
521.
Trade journals, network of related professionals, referrals
522.
Trade press, referrals, trade associations, exhibitions, cold calling.
523.
Trade shows and cold calls. Direct mail doesnt work well.
524.
Trade shows and through distribution organization.
525.
Trade shows, occasional advertising in the two trade magazines (which, so far, has
never brought any inquiries at all).
526.
Trade shows, Referrals from host USPS, Small amount of advertising (not very
affective), Web site search engines find us. Cold calling new prospects.
527.
Trade shows, telemarketing, list generating, company database, sic codes via d&b
etc.
528.
Um, I dont
529.
Unfortunately, I would say that I wait for them to come to me
530.
Unfortunately, Im in a reactive mode Because of being brand new, and a lack of

money, I typically wait for inbound leads.
531.
Up till now I waited for the phone to ring or the e-mail
532.
Use discount price for them when they provide 5 refeerals. Some of these referrals
become our new first time buyers
533.
Use my business network of contacts to identify prospective new buyers for my
Page 848

products/services.
534.
Use of current mailing list and additions by board members.
535.
Use to do radio but now nothing
536.
Usually by mailers and get them into the store.
537.
Usually through brokers or agencies over the Internet.
538.
Vendors receive reciprocal referrals, and they are armed with my marketing arsenal
when new dates are contacted.
539.
Visit 20 potential prospects a day trying to meet business owners. We do meet

about 30% of the owners. We invite them to a free seminar in their area. At this
seminar we offer them a seminar special, that day only, for a one technique module
for a very reduced price also risk reversed.
540.
We all tell people that we happen to meet about our work here, and quite a few try
us out and remain good customers.
541.
We attend the major conventions where our clients will be attending.
542.
We buy a list by (sic codes), then tele-prospect, we usually send postcards to these
prospects every once in a while.
543.
we buy business lists and mail to them
544.
We call current business clients to ensure that we are servicing their needs
appropriately and to ask for referrals. We use current networks to get names of
individuals in similar business arenas and call them directly.
545.
We cut articles for thosae we target then drip market em till we call
546.
We dont.
547.
We first offer a free audio book, or ebook
548.
We get leads almost exclusively through our existing network and through referrals
from our clients. We originally hoped that Microsoft would be a good source of
leads, but such has not been the case to date.
549.
We get our new clients from the Yellow Pages and referrals.
550.
We have a Radio Infomercial planned. Also, have a PR campaign
551.
We have made cold cals on the phone
552.
We have not changed our prospects, except that we want to promote it more
effectively through our web or other means.
553.
We have notbut are using direct mail
554.
We havent started yet.
555.
We mail an extremely attractive front end offer to lists of prospective buyers. We

also do a small amount of enquiry prospecting and those prospects we put into a
sales follow-up process.
556.
We only go through our top patients for referrals of their friends and familywe also
work with specialists for referalls of thie patients, but we have not done any outside
marketing as of yet.
557.
We only operate in a very specific market so there are not many potential clients and
we communicate with them on a regular basis so they know what we are doing.
558.
We only target those customers who reaches a certain thresh hold.
559.
We rely on the work of the agents that we deal with some referrals come through
our web site. The primary agent sends out mailouts and uses yellowpages display
Page 849

ads. Also has reputation in the area.
560.
We use mailing and have used e-mail.We have used literature drop-off in target
areas.We have used co-operative efforts and alliances to develop new relationships
with prospects and first time buyers.
561.
We use the Yellow Pages, some seminars and events and word of mouth.
562.
We wait for them to come to us.
563.
Web
564.
Web marketing and affiliate building
565.
Web newsletters, referrals, articles in publications
566.
Web, cold calls, referral calls.
567.
Web, visibility at conferences, local partners
568.
Website is visible to search engines. Some personal selling at conventions.
569.
Website search engines; gain referrals from existing clients; prospects from
commission agents; personal discussions at business and social events; articles
written for business journals; sharing our demonstrations with friends and business
associates; keeping in touch with past clients.
570.
Website, referrals
571.
Web-site; word of mouth; workshops
572.
Well with the video business which I am getting out of I did a lot of cold calling. And
with the log home business they are given to me because they are the ones seeking
the information on the homes.
573.
Will use personal community outreach program.
574.
With sales reps in the field
575.
word of mount, expert sales people and trade shows
576.
word of mouth (9)
577.
Word of mouth and advertising in the yellow pages and different education
publications.
578.
Word of mouth and contacts within the industry Promotional flyers placed with
venues where prospective clients are likely to visit (eg-studios, specific bars and
music venues, etc) adverts in music related magazines.
579.
Word of mouth and ezine advt etc.,
580.
Word of mouth by cold calling in person or on the phone.
581.
Word of mouth, newspaper ads
582.
Word of mouth, personal conversations
583.
Word of mouth, realtor and builder referrals, past client referrals
584.
Word of mouth, referrals, calls.
585.
Word of mouth, viral marketing. I would give voters a chance to challenge others in
answering the question, thereby signing them up and eventually selling the paper
and giving them the full email subscription. Also promote service through church
bulletins, inviting people to the site.
586.
Word of mouth, We starting to seek out real estate companies and offer our services
for their prospective buyers. Direct mail to our old database collected over the years,
have over 20,000 contacts Observations and talking to people
Page 850

587.
Word of mouth. Search engines Articles Speaking Workshops It goes on
588.
Word of mouth/referral. PR with our contact details attached Networking Through

using allies contact databases and endorsement.
589.
Word of mouthtried Radio with NO RESULTS AT ALL.
590.
Word of moutheither me or downline
591.
Word-of mouth, sponsor clubs, events, concerts, sell in retail stores, promote
website.
592.
Work for a company at a discount in order to retain the customer when the warranty
period is over.
593.
Work through the yellow pages
594.
Yellow page ads, referrals from existing clientele. Word of mouth
595.
Yellow pages (3)
596.
Yellow pages ad. Street sign. Referral reward program.
597.
Yellow pages and word of mouth and trade shows
598.
Yellow pages, Im thinking about working with alumni relations at the major Tri-State
(NY, NJ, CN,) college campuses.
599.
yellow pages, internet banners/search engine placement/minimal local t.v./PR
600.
Yellow pages, word of mouth, online sales, book and video sales through
Amazon.com
601.
Yes (4)
602.
Yes, prospect, not sure what you mean by generate for
603.
YP, referrals, tv exposure!
Page 851
Question 47. What Frequency of Communication do You Have

With Your Prospects, Active or Inactive Clients/Buyers?
Question 47. What frequency of communication do you have with your prospects,
active or inactive clients/buyers? What forms do they take (call, visit, letter, etc.)?
1.
1 12 per year..calls, letters, consultations
2.
1 followup email after the download.
3.
1 letter every ten days.
4.
1-2 times per year. Letter.
5.
12X per year; electronic communication, monthly newsletter plus billing emails.
6.
1-4 times a year mostly calls and e-mail
7.
1-4 times per month.
8.
2 times a year on in-active client. Once a month on active client
9.
2 times a year. Through telephone contact.
10.
2-3 months calls
11.
28 - 30 direct mail pieces
12.
3 mailings per year to prospects, monthly to dream 500 and monthly to clients.
13.
3 times a month.
14.
3-6 months; call then sometimes visit
15.
4 times per year minimum
16.
4 times till 20 times a year
17.
4-6 weeks, we send cards, letters, relevant articles, call, but all a bit hit and miss
18.
6-8 times per year at least. Letters, 3-5, calls, at least one, post cards, 4 per year,
emails, at least once a month for those whose emails I have.
19.
6-weekly mail shots
20.
A couple with the inactivesand a couple of times a week with the active ones.
21.
A cycle of calling, visiting, sending letters (repeat the cycle)
22.
A newsletter I already talked about.
23.
A phone call works better. We do it aprox. 3 times a year.
24.
A visit.
25.
A weekly e-mail newsletter with many of them. Mailed postcards when new books
come out. Phone calls sometimes. In-person contact with bookstores.
26.
A= TOP PROSPECTS B=OTHER PROSPECTS C=TOP CLIENTS D= OTHER

CLIENTS P= PERSONAL /FRIENDS/DRIPmonthly newsletter, A,B,C MAIL OR EMAILQUARTERLY NEWSLETTER ALLPhone contact A,C BimonthlyPhone contact
B,D Semi annualAcct Review Triannuale-mail contact at least once monthly besides
newsletter
27.
About 5 times per year via phone calls, emails or letters.
28.
about once every two months, telephone call.
29.
about once every two or three weeks by mail or email.
30.
About twice a year, generally in the form of a mailing or a phone call.
31.
active weekly by email, from time to time (once every two months also a printed
letter with an invitation)
Page 852

32.
active (weekly calls), inactive (none to yearly)
33.
Active 20 times a year Inactive once a quarter, 6 month
34.
Active clients are seen weekly, or monthly or quarterly depending on their needs.
inactive ones are sent a series of 3 letters inviting them back once they are inactive
for 3 months with no purchases or visits; everyone now gets a monthly mailing with
a success story type of communication.
35.
Active clients have weekly calls (the service) when ask what they are getting out of
the call and what want to do differently. Inactive clients nothing at present.
Newsletter in the future
36.
Active clients have weekly communication ; inactive clients have no communication
37.
Active clients is the easiest to answer constant contact, as we have an active

project whereby we typically have people onsite interacting with everyday.
Prospective and inactive clients, depending upon the type and status of the clients
business. Most commonly used forms of contact for prospective and inactive
clients would consist of E-mails, phone calls, face-to-face visits, customer
conferences, etc.
38.
Active clients/buyers who are enrolled in a programme are contacted 3 times

monthly personally, written & email. Prospects are followed up by telephone and
personally during the process. If they do not proceed, follow up is then spasmodic.
39.
Active clients: Once every six weeks report / letter

three months with a newsletter
40.
active customers get face to face meetings and or phone calls
41.
Active customers: weekly Too soon for inactive customers
42.
Active once a week call or meet for couple of weeks after the product was delivered.
Non-active once in a while phone, mail or meeting
43.
Active: Initial call, visit, followup calls keeping informed throughout the process, visit
to sign up contract, letter of introduction to bank, final settlement letter and flowers or
gift.
44.
Active: occasional with key customers. Inactive: no contact.
45.
advertise
46.
Advertising is the primary mode of communication and contact for the consumer
segment, followed by in-person communication when they come to our dealers.
With the business segment, it is primarily a personal-selling environment.
47.
after initial sale they dont buy for years in mortgage banking
48.
after we receive a direct mail response, we call them back. if not ready , we wait a
few weeks and call back then. then we follow up periodically using ACT as a way to
control when to call , etc.
49.
Agents visit regularly.
50.
All communication is via magazine or e-mail and at least 1 time/mo.
51.
All customers have limited phone/email support they have to initiate the contact
when they require it. Email newsletters are sent out periodically.
52.
All done with email
53.
All forms have been utilized, and are offered. Differentiates per client
54.
all forms, about once per 4-6 weeks.
55.
All of the above
Inactive clients: Once every
Page 853

56.
All of these by Account Manager responsible or a VP but frequency is informal just

as often as we can
57.
all of these on 3 month cycle
58.
all the above
59.
All three
60.
All two or three month. Phone call or E-Mail.
61.
Always by direct mail or email
62.
Annual mailings
63.
annual meetings, monthly newsletter
64.
any of the above
65.
Approx monthly
66.
as needed; newsletters
67.
as of the last couple of years it has been only in response to requests (they ask us
to quote price and availability of a product or service). I am working on a client
contact plan
68.
At least 3 times every year with prospects. Perhaps 5 times every year clients. Most
of the contacts are letters or calls.
69.
At least 4 direct mailing per year
70.
At least monthly visits, daily calls and circulars.
71.
at least monthly, usually calls or visits
72.
at least once a month - letters
73.
At least once a month. Sometimes call, sometimes letter, sometimes email. I mix it
up.
74.
At least once every 3 months. Mostly telephone, sometimes a letter with updated
info and also visits to mainly (though not always) the nearby FDs and crematoria
75.
At least once every 30 days or lessEmail mostly.
76.
At least two times a month by e-mail mainly
77.
At least weekly calls during the decision process and as many meetings as they
require to make a final decision. I will also schedule meetings with any members of
the design team the prospective Clients wish to meet. All of this is to demonstrate
value to the Client. No fees are charged for these meetings by me or the members
of the project team.
78.
At least weekly calls or visits
79.
at random
80.
At this time we meet with anyone wishing to meet privately or in small groups at their
convenience.
81.
BASICALLY, WHEN THEY COME IN THE SHOP, and the 2 -3 times a year Direct
mail
82.
Before 9/11, we used to have quarterly sales forums where we product managers
could present new products, services and pricing to the sales staff from around the
region. Its much more difficult to get the word out now, which is why Im looking for
new and innovative ways of doing so.
83.
bi annual letter
Page 854

84.
bi monthly letters, weekly emails, periodic calls and visits
85.
bi-monthly, quarterly or as needed
86.
Bi-monthly. Cards, calls, letters.
87.
Bi-weekly e-mail to our customers and subscribers Weekly online chat for interested
prospects and customers Daily chat for customers (providing on-going support)Daily
newsletter for subscribers
88.
Biweekly, email, phone
89.
both dealership and manufacturer contact customers after sale through both letter
and telephone. (new customers are contacted approximately 5 times between dealer
and manufacturer)
90.
By call.
91.
By phone
92.
By Phone every two weeks
93.
By telephone, almost weekly
94.
Call (3)
95.
Call about every three months.
96.
call and business trips
97.
call and email to the active telling them the next test I about to run.
98.
Call and visit to active clients. We dont have but 2 inactive clients and we havent
been in touch with them.
99.
call appointment quote phone call
100.
Call at least once every quarter,
101.
Call at least once per month
102.
Call but no specific frequency
103.
Call every 4 months
104.
call every two weeks
105.
Call monthly, visit at least annually, letters quarterly
106.
Call once in a few weeks.
107.
Call or letter ever 3 months
108.
Call them once every 6 months.
109.
call weekly, or daily as needed during the escrow process, visit them after they
move in, add to mail list.
110.
Call, E-Mail
111.
Call, email
112.
call, letter, fax, email
113.
Call, letter. At least once a week.
114.
call, send catalog if they request.
115.
Call, visit, and email.
116.
Call, visit, e-mail.
117.
call, visit, letter, email
Page 855

118.
Call/ newsletter monthly
119.
call/letter once per year
120.
Call/Visit once every 3 months.
121.
calls
122.
Calls
123.
calls
124.
Calls Not frequent enough if the prospect is not in the buying cycle
125.
Calls / emails once every 1 3 months.
126.
calls about every three months to clients that have done business. Very little to no
follow up on leads who have not.
127.
Calls about once a month.
128.
Calls and /or letters usually monthly.
129.
calls and letters once a week to once a month
130.
Calls and post cards with little WIIFM from their perspective
131.
Calls and visits.
132.
Calls are made every day to prospects and those weve met with before but have
not converted.
133.
calls letters just starting email communication
134.
calls mostly. I send every quarter a professional letter to them.
135.
Calls on a monthly basis. An Occasional note and email from me.
136.
calls usually triggered by their requirements
137.
Calls, emails, lunches (1x/2 months)
138.
calls, infrequently and now3 direct mail
139.
Calls, visits, email.
140.
Calls, visits, until now. Will be different when volume products are ready for take off.
141.
Calls.
142.
Calls. Emails. Visits.
143.
cals and e-mail. Most of our sales are done over the phone all over the world.
144.
cleaners leave an evaluation form after every clean. Inactive clients get a letter with
an incentive to win them back every 3 months.
145.
Client monthly / some weekly - Prospect Phone only well 90% some written
146.
Clients receive info monthly. Others, at least quarterly
147.
Constant contact by phone or in person. In house programs.
148.
Constant. A staple of my approach. Phone works best.
149.
Contact is made at least fortnightly in one form or another
150.
Continuous and frequent, phone. fax/mail/email/visit/etc.
151.
Currently do not follow any specific plan.
152.
currently low frequency because in pre-launch mode
153.
currently none
Page 856

154.
Currently we call the customers on the anniversary of their orders, for all orders over
$1,000.
155.
Daily weekly ---face to face
156.
daily with active clients, or weekly. Prospects, irregular,
157.
daily with current clients, monthly with prospective clients
158.
DAILY, WEEKLY, MONTHLY, YEARLY
159.
Depending on importance-I have weekly til every second/third month contact with
my customers.
160.
Depending on level of interest it could range from talking once per day or less. Call.
161.
Depending on the client it can be quarterly, monthly, weekly by phone, email, followup site visits, or mailings.
162.
Depending on their immediacy it can be daily, weekly, or monthly via mail with calls
and visits mixed in.
163.
Depends on the volume of business and shipments generated from that client but
we can call once a week once a month it depends on the needs
164.
Depends on their level of interest. The higher the level of interest the more frequent
the contact and it is usually by phone.
165.
Direct mail letter every other month, personal call. Not very good at doing this
consistently either.
166.
direct mail twice a year.
167.
direct mailings every three to four months
168.
either a one time email or direct people to call me or visit my autoresponder
169.
email (3)
170.
Email 2 or 3 times per month Monthly direct mail to select target Personal
visits/lunch on going
171.
E-mail and direct mail about 7 times a year minimum
172.
Email campaign to 2000 realtors: 3 emails per week using Greg Frosts pdfs Mail:
mail postcards to top 400 realtors monthly
Mail letters to top 400 realtors
monthly
Have 3rd party mail (title, other realtors) to top 400 realtors Mailed
audio tape with 20 top realtors in-depth comments about us Voice broadcast; trouble
implementing, but plan to top 400 realtors monthly Website including Audios of 20
top realtors in-depth comments about us
173.
E-mail newsletter and telephone calls.
174.
email newsletter once a month.
175.
Email newsletter with product info, etc.
176.
email newsletter, and occasional postcards. Newsletters only to those interested.

Post cards to very specific customer groups
177.
Email once a month with newsletter and invitation to answer next question (could be
two different emails, but hasnt been decided)
178.
Email or letter. Followed up with phone call.
179.
E-Mail see above. Often intensive and time consuming advisory service on dyslexia
and learning disabilities. ADHD.
180.
Email via newsletter, hand written notes.
Page 857

181.
E-mail, call, and visit. As frequent as the customer finds acceptable, or constant
stalking until the sale is made for new prospects.
182.
email, occasional phone call
183.
Email, primarily. Contact at least once a week, often more frequently.
184.
Email, print too costly, mail too costly for $60 sale
185.
e-mail, sending information, calls
186.
Email.
187.
email/snail mail/ phone: no real strategy, but we do maintain at least some contact.
188.
emails once a week. Letters monthly, newsletter monthly, fax . New prospects we
use the series of 7 contacts.
189.
Emails.
190.
every 21 days
191.
every 90 days
192.
Every One to two months I send out a newsletter and 3-4 times a year I send a
special promotion that is tied into the season.
193.
Every two weeks for ezine newsletter.
194.
Every week I distribute my weekly Must-Know InfoTM Bulletin to everyone on my

email distribution list. From time to time I call existing clients to talk about reviewing
their financial position, e.g., to convert a term insurance policy to whole life, or to
exercise a future insurability option rider on a disability insurance policy. Recently I
have hardly been using direct mail.
195.
Every week, two week or three week depending on servicing needs. of the vending
machine.
196.
E-zine and future magazine.
197.
fax ads and a monthly newsletter. Occasional phone calls maybe 2 or 3 times per
year.
198.
Follow up letter / e-mail and face to face meeting.
199.
Follow up letter for further business and yearly warranty call
200.
follow up letter, calls every week then 2 until we get a definite decision( taking care
not to get on their nerves) we try to get them to take a tour as soon as possible and
follow up with a letter and then the same phone call schedule. We also send them
our monthly newsletter
201.
Follow up letters to all trade show/phone leads. Phone call to confirm receipt of
letter with goal of setting up an on-site appointment.
202.
Follow-up call made within 24 hours after their initial call to us.
203.
Followup calls and letters at holidays and cards
204.
followup every2 to 3 days to one week, either by phone, email or in person, usually a
combination
205.
Follow-up letters to referring physicians.
206.
For heart disease and chronic pain sufferers we continue to send information on
upcoming seminars.
207.
For the time being, we make contacts via e-mail and phone. Soon, we want to have
set up, a scheduled mailing strategy for follow-up consultanting.
Page 858

208.
fortnoightly - enewsletter, monthly phone call
209.
Frequency depends on the situation. Calls and emails.
210.
Frequency has not yet been enforced, on an as needed base. Calls, letters, fax.
211.
Frequency of 5x/week is our target for electronic media plus direct mail or print.
212.
Frequency of contact is sporadic, generally once per quarter. The form is usually email and occasionally a phone call.
213.
Frequency varies, and contact usually takes the form of a phone call or email.
214.
Frequency will probably be weekly or bi-weekly. Form : See above.
215.
Frequent mostly e-mail.
216.
From once a month to once a quarter, by phone, visit, letter, and thank you card.
217.
Generally prospects are contacted once per year. Our existing clients we speak
with regularly generally to resolve issues or answering questions. We dont do much
follow up marketing.
218.
High frequency & in all forms.
219.
I try to call all of them 3-4 times a year, fax twice, email weekly
220.
I am implementing a twelve step plan of action for all prospects/clients, weather first
time buyers or repeat buyers. Email Phone call White Paper
221.
I am planning on at least twice monthly with email. This will be my focus in the
beginning although I can see their may be benefits with letters and calls.
222.
I am testing what approach will be the most effective. I am planning phone calls and
production restraints information letter for prospects, monthly newsletter and events
for inactive clients.
223.
I call active customers monthly after the first month and have no communication
with inactive customers
224.
I call and mail and visit if I can.
225.
I call or email them 4X per year
226.
I call or visit if I dont hear from them in six months.
227.
I call them as often as they will receive my calls.
228.
I call them once a quarter and ask for business.
229.
I communicate on an as-needed basis, usually by phone or fax.
230.
I communicate with active Executive Coaching clients several times a month via
telephone, email and with some clients in person. I dont communicate with
prospective RT members nearly often enough.
231.
I deal exclusively with prospects. Bi-monthly phone/email.
232.
I do a lot of handwritten thank you notes.
233.
I do send e-mails. One to 4 a week. (3 are my free newsletters/paid newsletters if I

publish them regularly).
234.
I dont have any systematic communication at this time; I plan to develop a note
and/or educational flyer/newsletter mailing once every 3 months, and an annual
phone call; also will call to request a personal visit whenever I am in their geographic
area (I recently moved)
235.
I get on query sites and assist people with their problem.
236.
I have a monthly communication newsletter and then if they are in my farm area I
Page 859

also send out a flier every 21 days. My farm or focus areas consist of approximately
2,500 houses.
237.
I have made some calls, a few cards sent out, but not too much contact yet.
238.
I have not gotten in touch with them once they bought. From what Ive been reading,
Im already writing a letter to mil it to them.
239.
I lucky if I see them once a year. My clients have told me that they dont come to the
fair every year. It is a wonder that I am still in business. I dont call, visit, send them
a letter or email them. A lot of them search me down by contacting the fair to get my
address or phone number. Shame on me. I have treated this very profitable
business as a stepchild.
240.
I send a letter every couple of months. I make sporadic phone calls.
241.
I send a monthly newsletter. I offer all of my readers a special email to write me for
ongoing help absolutely free of charge. I will call some who seem to have unusual
problems. Most contact is by email.
242.
I speak with prospects quite frequently in the beginning of our relationship. Once
theyve hired me, I communicate one time per week with them.
243.
I stay in touch through a weekly e-newsletter.
244.
I try to find out what forms they prefer. I plan to communicate with prospects every
three weeks.
245.
I try to get out a newsletter to my clients and prospects on at least a quarterly basis.
246.
I try to visit prospects once or twice a month. Not real plan in place for inactive
customersAm planning to call the inactives. Active buyers get discount promotions
according to their purchase volume. This is accomplished through letters and data
on the website that tells them how much they have purchased.
247.
I use the autoresponder message series as described previously. I will call

prospects that enter their phone numbers into the online forms. The phone works
best. The Internet is so impersonal that to make contact on the phone proves you're
real. It makes a big difference. Once a phone contact is made the autoresponder
messages to those contacts become much more effective.
248.
I will call on an sporadic basis.
249.
I will send a newsletter every week.
250.
Ill usually give up if I cant get an appointment after 3 contacts
251.
If it is a follow up phone call it is in a week. If it is a follow up letter it is in 4 weeks.
252.
If it is to set up a new alliance, I may call, write or visit 1-2 times per week, until we
have a working arrangement.
253.
In most cases an inactive customer is called every 3-6 months, receive 1-4 letters
per year, local customers can expect at least 1 visit every 1-3 years, depending
upon the stability of their system, every active customer receives a Christmas gift
(like a pen) and a personal call form me thanking them for the business.
254.
inactive / email
255.
Inactive downlines: I call one or two times a year when we have new products or
something else could be of interest. Buyers, I hope and pray they call me, I seldom
call them
256.
Inconsistent/letters
257.
informal semi annually calling (phone or drop in)
Page 860

258.
Information calls and mail (including email)
259.
infrequent calls
260.
Infrequent communication by phone.
261.
Infrequent. (3)
262.
Infrequent. Calls mostly. Occasional letters. Rare visits.
263.
Infrequent. I send brochures to prospective callers who dont book. Inactive clinets is
actually frequent. I send them articles, tips, e-zine.
264.
Infrequentcall, letter.
265.
Initial letter with brochure
266.
Initially when required, then randomly by a call or fax.
267.
irregular. Ezine, letter, phone calls.
268.
It has been very infrequent.
269.
It is high frequency, calls at least once a month with prospects. Active clients are
contacted weekly.
270.
It is not really systematized , but we attempt to e-mail and call each person that
expresses interest.
271.
It varies; no specific plan in place beyond Monthly Specials mailings
272.
It will be a one time communication via telephone and booklet. I will not need to
follow up because I only need one sale/joint venture partner.
273.
Its irregular, because as the only one in the department, Im still in the process of
setting up that system. I hope to be able to contact them with pertinent information,
industry info, updated company info, etc., as it is appropriate: the plan would be to
have around 3 6 contacts with them per year.
274.
just recall reminders of when their appt is about every wix months
275.
Just when a new product is coming out: letter for books, call for nutrition
276.
Key accounts telephone within every three months or more frequentlySmaller

accounts once or twice a year
277.
Launch new initiative every 2 to 3 months.
278.
letter
279.
Letter perhaps once per year or phone call if #46 not executed crisply.
280.
letter, call, visitrepeated
281.
letter, email
282.
Letter, newsletter, card update.
283.
Letter. On farm visits. Frequency depending on whether buying
284.
Letter/call or visit with active hot prospects as frequently as useful. For prospects:
weekly newsletter plus invitations to seminars, workshops, as they are scheduled
285.
letters & email newsletter
286.
Letters- 3x/year, calls 3x/year, visits as we can get a meeting,
287.
Letters and phone calls, primarily. Producers do make personal visits.
288.
Letters once every six weeks
289.
Letters, mostly. Every 3 weeks.
Page 861

290.
letters, newsletter and we will begin an email program with health tips, etc.
291.
Letters, telephone contact regularly
292.
Little if any, currently
293.
Little, if any
294.
Lots of calls and e-mail
295.
Lots of contact since it are contact intensive services/'products' offered.
296.
Low frequency. Most will not receive any communication after 6-8 weeks. Clients
accept calls, emails, visits.
297.
Mainly email ... some phone calls ... no letters ( too time consuming)
298.
Mainly e-mail and phone.
299.
Mainly telephone, email and sometimes a face to face meeting
300.
Many calls with active buyers, fewer with less active
301.
min. monthly with postcard, email, or fax
302.
Minimum of once per month in the form of calls, visits and letters.
303.
Minimum once a month by means of an electronic newsletter, and once a month

(some prospects/clients) at networking functions. Existing customers are seen on at
least a weekly basis, with telephone communication in between as and when
necessary.
304.
Minimum once a month by means of an electronic newsletter, and once a month

(some prospects/clients) at networking functions. Existing customers are seen on at
least a weekly basis, with telephone communication in between as and when
necessary.
305.
minimum once per months, phone calls, email, direct mail
306.
Monthly (2)
307.
Monthly telephone calls
308.
Monthly / Phone, Visit, E-Mail
309.
Monthly at a minimum e-mail, e-cards, newsletter and phone calls
310.
Monthly calls
311.
Monthly calls, site visits, letters, e-mail, etc
312.
Monthly contact through email
313.
Monthly E-Zine/letter/gifts/special reports/surveys/research requests
314.
Monthly meeting, monthly report, annual Quality Survey Results
315.
monthly newsletter (2)
316.
monthly newsletter, special mailings
317.
Monthly newsletters, semi-annual catalogs
318.
Monthly phone calls
319.
monthly telephone calls, sometimes I write letters or send books or goofy stuff as
presents. We call and sing happy birthday to them so0metimes too.
320.
Monthly through email or telephone call
321.
Monthly to Quarterly when inactive. Weekly when active. Both, when inactive more
likely to be a phone call. Few letters.
Page 862

322.
monthly web newsletter, occasional phone call, handwritten notes, thank you notes
for referrals
323.
monthly, letter
324.
Monthly, mainly phone conversations. Every once in a while face-to-face meeting.
325.
monthly, all of the above
326.
Monthly; phone calls, personnel visits, emails, letters.
327.
Most follow up is by phone, and I do a lot more than most of my group..i believe the
fortune is in the follow up
328.
Most of our clients advertise monthly, so contact is generally by phone or visit

monthly. We also deliver copies of the publication to each client monthly.
329.
Mostly email monthly or quarterly. Phone calls quarterly. Starting to do cards

(personalized)
330.
Mostly email once or twice per month.
331.
Mostly e-mail, and semi-regular.
332.
Mostly emails.
333.
Mostly, telephone calls whenever we have the time to call them.
334.
My current clients hear from me at least quarterly with the newsletter. I call them if a
particular product (photo frames, art) arrives that I think he/she would be interested
in. My inactive clients I've just this week set up a separate database for them and I
will be mailing a handwritten postcard to them. Prospects receive brochure,
business card and any informational type of handouts that I have, depending on
what they are interested in. Particular artist - I will give them the latest tear sheets on
new releases. For framing - I will give them the 10 things to know before framing
your picture handout.
335.
My property managers sees them or calls them on a monthly basis when collecting
the payments.
336.
N/A (4)
337.
New patient letters, reminder card for physical if they opt in3.
338.
News letter four times a year and annual review letters follow ups and further
presentations if a clients circumstance change. We dont go and see them if there is
not a requirement on their part. One interesting thing regarding the newsletter which
produced in house we run a quiz in each newsletter and the clues are in the text this
encourages our clients to read it and we publish the prize winner in the next edition.
339.
Newsletter monthly, newspaper ads monthly, seminars quarterly.
340.
Newsletters and visits
341.
newsletters by mail or email, calls & visits
342.
Newsletters phone calls christmas card Direct mail
343.
Newsletters twice/year, training course announcements twice/year.
344.
No communication.
345.
No follow up
346.
No formal method of communicating on a regular basis with the customers at the

moment
347.
no frequency
Page 863

348.
no set frequency
349.
No set frequency, but we do mail, telephone call, visit, active & inactive customers &
prospects
350.
No specific contact made with a view to selling further services at present.
351.
no specific frequency
352.
No structure contact tends to be random either letter, phone call or more often email
353.
no system yet awe are instituting monthly newsletter!
354.
Nominally monthly via email newsletters.
355.
None (31)
356.
None currently Newsletters did not seem to be a good ROI
357.
None for the inactive. Bi-Yearly for the active
358.
None since it is all mental.my business, that is.
359.
None they call us when they need us
360.
None, but that will change once I have created the master strategy and I am able to
be free of this important time consuming stage.
361.
none, except when theres a problem.
362.
None, if they dont want to buy we call them depending on the size of the account.
363.
None, in fact one of the problems is that therapist, busy once anyway they are on a
schedule. Usually they call when they have an unexpected break (cancellation). If I
get a call I will drop anything to be there for that customer, because calling back is a
major headache, to catch that person. I often call after hour with my customers when
they have time to talk. E-mail has proven a good way to communicate, but I have a
long way to go to bring technology up to snuff. Like sending full color repays and so
for. Par of my incremental improvement plan.
364.
None. I dont even have a client list.
365.
none. Sometimes a call
366.
Normally a telephone call, email or letter.
367.
Not as much as I would like
368.
not as much as Id like. Due to hours in the day, and amount of staff I can afford.
369.
Not enough as proven by Jays marketing
370.
not enough- notes calls
371.
Not enough. Usually less than once a year.
372.
Not frequent enough trying to shoot for once a week or at most, two through a
Members Updates and phone calls.
373.
Not in place yet just started prospecting.
374.
Not much
375.
not much and its not consistent
376.
not much frequency, track them for follow up on their schedule
377.
not much of anything.
378.
Not often due to time limitations.
Page 864

379.
Not regularly scheduled program. Telephone call/visit once a month. With inactive
customers, contact every quarter.
380.
Not so relevant to markets but my business has a strong repeat business basis with
customers returning on average every 3 4 weeks for more jewelry. From each
jewelry party of 5 10 women I generally have another 1 2 parties booked within a
week. I hand out reward cards and jewelry party info sheets to every party guest. I
hand out jewelry party info sheets at market on request after Ive explained the
parties. I regularly call my shops to see how it is all going, about every 2 3 weeks.
381.
not very frequent when up and running.
382.
Nothing currently, but planning on newsletters and e-mails.
383.
Nothing structured. Mostly with hardware.
384.
Nothing's really established.
385.
Now I just started to send out a weekly newsletter to my client base.
386.
Now on at least a monthly basis, a letter or phone call and/ or both. I am trying to
make sure when I am in one clients office and another client is in the building I take
a few minutes to stop in and say hello and see if they have any needs at this time or
just a friendly hello.
387.
Occasional follow up call and letter (up to 3-4 per year)
388.
Offline I do like a chat/visit with an existing client on a monthly basis. I do enquire

about their needs. Sometimes they interpret it as a hard sell but I never push too
hard. I ask them if they need something and do take their first response as the final
answer.
389.
Often once only.
390.
On email about 2x/month. By calls, usually about 3-6 months.
391.
On the mortgage side calls, e-mails, mailings, e-mailed newsletter around 70

contacts per year.
392.
once
393.
once - calling
394.
Once a month a least plus mailings
395.
Once a month flyer. Periodic attendance at in-house meetings at the real estate
office within the shopping center to meet the agents and introduce myself.
Personally hand out the flyers and visit with the tenants.
396.
Once a month printed newsletter and/or ezine, every 3 months a 2-day seminar for
clients.
397.
Once a month through email/fax
398.
once a month to a year, too bad, call and email
399.
once a month, visit to collect fees.
400.
Once a year
401.
Once every 2 months they will get a phone call.
402.
Once every 6 months, call or letter
403.
Once every week or two, phone, in person, email.
404.
Once or twice a week visits followed by calls.
405.
Once or twice per month. Via emails.
Page 865

406.
Once per month direct mail, inconsistent communication with active clients in the
form of phone calls and occasional letters.
407.
Once per month, by further invitations to seminars
408.
once per week , something
409.
One every month. Could be a telephone call, a postcards, an email.
410.
One letter after initial contact as a follow up. Then only e-mail to follow up on that.
411.
one time fax only
412.
online chats (weekly), call (qtr), newsletter (monthly)
413.
only when things come up. Call.
414.
Only working with active clients now plan to initiate monthly email with all others
soon.
415.
Our active patients are communicated with each week with an information handout
that they receive at the time of their visit. The handouts serve as a positive
reinforcement for their decision to continue their care beyond the reasons that may
have brought them in the door initially. They also receive a quarterly newsletter that
fills them in on any new developments in the practice, such as changes in our
techniques or services, upcoming special events or promotions and an article on
how chiropractic care can help to improve their lives. Inactive patients and
prospects receive a quarterly newsletter with the same information and an offer for a
return check-up at a reduced fee to find out how theyre doing. (We get 3 or 4
returning patients with each mailing) We also have recently instituted a monthly email newsletter that will go out to all active and inactive patients and prospects.
Everything we send out also directs them to look to our newly updated website for
the latest information on the benefits of chiropractic care.
416.
periodic calls, reminder notices
417.
periodic emails
418.
Personal contact at meetings, gatherings, political rallies, etc. Letters would be so

much easier. Id love to do an ezine and have written/culled the articles of interest
but just cannot get to doing the mailing list (no time).
419.
phone and e-mail primary. They usually call us.
420.
Phone and visits.
421.
Phone and/or fax and a visit.
422.
phone calls
423.
Phone calls but not many.. we basically wait for customers to come to us or call us
back with questions.
424.
Phone calls mostly ,letters and visits.
425.
Phone calls, face-to-face meetings, email contact on a monthly basis with inactive
clients. Weekly contact with my active clients.
426.
Phone calls, letters, e-mails and very rarely, a visit
427.
Phone calls, visits to offices, faxes, letters, and phone calls for confirmation.
428.
phone or personal contact 1-9 times a week
429.
phone, email, in person
430.
Phone, personal visits, letters and e mail.
431.
Plan is to have weekly contact in person. If we have a drop off, call them on the
Page 866

phone and follow-up by mail or email.
432.
Plan to contact prospects weekly or bi-weekly.
433.
Post card Spring & Fall
434.
Postcard every 30 days started just 2 months ago
435.
Postcard quarterly.
436.
POSTCARDS, PHONE CALLS, AND VISITS
437.
Practically none
438.
Pre season minimum monthly calls and emails. During the season we
communicate weekly and often on a daily basis. Telephone and email.
439.
Print newsletter, biweekly e-zine . . .
440.
Probably will be; every occasion holiday, birthday, via letter.
441.
Prospects - fortnightly enewsletter Thank you notes to prospects following comp

session. Phone calls to prospects more serious about coaching.
442.
Prospects - very infrequent call or email. Active clients regular phone, email & in
person. Inactive clients same as prospects
443.
prospects ~ 6 times in 12 days, clients almost daily, partners by need
444.
Prospects get emails, or faxes, or phone calls weekly. The forms to sign for our ECR
service is either faed, emailed, or can be printed from the website.
445.
prospects usually call us by referral
446.
Prospects vary from 3 days to 6 months depending on where they are in the sales
cycle, this will be stepped up with mailings. We call, visit, and send letters.
447.
Prospects, 3 times per week; Active clients at least once a week; Inactive clients not
enough; My contacts are primarily through email with some letters
448.
Prospects: At least once a week. Clients: At least twice a month. Calls / letters /
emails.
449.
Prospects: contact weekly or on agreed schedule until they buy. Clients see us
regularly so lots of opportunity to discuss referrals. No contact with inactive clients,
as so far too busy to call. Inactive buyers are contacted.
450.
Prospects: weekly or bi-weekly phone calls, sample mailings and letters. Inactive
clients: contacted sporadically on a semi-annual or annual basis. Active clients:
daily, weekly or bi-weekly contact by phone and personal visit.
451.
Prospects: weekly to semi-weekly calls plus e-mailActive weekly calls plus emailInactive press releases needs to be better. Not sure what to follow on with
except a friendly check in
452.
Prospects>3 calls 2 letters, Activities>1st month call, letter, each month thereafter
letter calls as service dictates
453.
Prospects-at least every 60 days (direct mail); Active Clients- weekly (calls, visits,
meetings); Inactive Clients-quarterly (direct mail)
454.
Qtry newsletter
455.
Quarterly html email newsletters, phone calls per contact management reminder
often 3 mos or 6 mos.
456.
Quarterly newsletter and visits from sales staff (yearly)
457.
Quarterly newsletter mailings, phone calls and visits
Page 867

458.
Quarterly newsletter, frequent invitations to seminars etc, regular phone calls from
account managers. Top clients get frequent visits each year as well.
459.
quarterly newsletter.
460.
quarterly newsletters, annual statements, calls to prospects
461.
Quarterly, as needed via phone call
462.
quarterly. By pones email and personal visits.
463.
Random
464.
Random and miscellaneous. Usually call, letter, direct mail, email and visit.
465.
random, we do mail to inactive clients 3-4 times a year. Prospects more frequently.
Occasional calls to active clients, random visits.
466.
rate differs depending on whether they are active or inactive purchasers or

active/inactive enquirers. On average for active one we contact them every
6/8weeks and the inactive quarterly or 6 monthly.
467.
Recall visits every 3 -6 mo
468.
regular calls 3 weekly
469.
Regular sales visits, faxes and emails usually 2 contacts per month average.
470.
Report of latest studies, twice a year.
471.
Sales calls, phone calls, faxes, direct mailing (minor), trade shows.
472.
Salesmen call approximately once a month and visit where required.
473.
We are pretty persistent both for circ and advertising.
474.
Seldom.
475.
send out mailing about new products
476.
several times a month
477.
Several times a month using phone and e-mail.
478.
some regular every month some not but once a year.
479.
Sporadic
480.
Sporadic and not tightly scheduled telephone calls and sometimes personal
meetings. Rarely use letters or other written communication.
481.
Sporadicnot planned yet, although completing this questionnaire will take care of
that, either phone/e-mail/visit no snail mail.
482.
Start up still
483.
Still developing
484.
Talk to prospects on a as need basis but dont have a plan to create follow through.
485.
telephone calls once every several weeks or months if inactive
486.
Telephone contact ongoing through out relationship.
487.
Telephone contact with virtually all clients followed by a letter of thanks with a small
gift.
488.
Telephone or email every month with active customers.
489.
Telephone, letter, sales calls, e-mail
490.
Tends to be mainly telephone and email
Page 868

491.
the final client is not ours directly so we don't contact
492.
The first contact is usually direct contact within a week. Repeat information occurs
weekly. Letters occur about once a month. Special mailings occur every 60 to 90
days. Special events have started and we are aiming at a rate of once every month
to quarter.
493.
The frequency of communication with our customers is generally via phone once
every 3-6 months or so.
494.
The only communication is the initial contact letter, the phone call to set the
appointment and the two appointments themselves and then follow up if we have to
deliver an insurance policy, etc.
495.
The plan contemplates a very active low cost and frequent communication where
the intermediary channels where they are encouraged to accept attractive money
making plans for introducing and further selling our products to the end users.
496.
There is currently only an at best haphazard approach to communication with Our

previous client buyers. With our current prospects we speak with them At least one
or twice a week to follow up with them.
497.
There is no consistent method. I want to implement one, however, the sales people
are reluctant. Is it time I simply laid down the law? Decisions makers receive our
monthly infoletter by email. Managers get calls without a pattern.
498.
They receive an initial welcome letter, after that the relationship is built thru visit to
visit contact as the client comes in for care.
499.
Three times a year we send out direct mail , we use industry publications monthly
and do an annual trade show.
500.
Through our Newsletter
501.
try for 90 day cycles and usually call. If not a call then an email. For active clients we
visit.
502.
Twice a week to once a month: emails mainly, sometimes phone calls.
503.
---twice a year by letter. Visits to top 50 donors.
504.
Two letters a year and some clients receive an email.
505.
two to six weeks cycle current clients in person visits, just started actively pursuing
inactive with letter and voucher offer towards future purchases.
506.
Typically a two week period.
507.
Typically via phone calls and a few face to face meetings. I typically try to talk to a
new prospect every 2-5 days.
508.
Typically, its just an e-mail or the monthly e-newsletter. Occasionally (without any
schedule), I call clients to bounce ideas off of them (when Im considering a new
project).
509.
Usually a phone call within 90 days.
510.
Usually about once/week I call until I either get them to commit or they convince me
they arent buying.
511.
Usually email. Sometimes telephone call.
512.
Usually one visit and one letter per year.
513.
Usually only one contact with prospects unless they decide to become involved with
the business of become customers, at least once per month with customers, rarely
with inactive people. It may take the form of personal calls or e-mails but most of
Page 869

the time personal calls.
514.
Usually phone call, sometimes a face-to-face visit at a local coffee shop.
515.
Usually weekly with active clients as a phone call, quarterly as a mailing to inactive
clients.
516.
Usually, we send out a letter annually, to remind people that we are still here to help
them. We plan to do follow-up phone calls, but do not yet have an organized system
in place.
517.
Variable
518.
varies
519.
Varies depending on client needs. Calls, Letters, e-mail, one on one sessions,
newsletters.
520.
Varies by product. One product is quarterly newsletter. Seminars has usually been
1-4 times in a year. Almost all contact is in writing.
521.
Varies from one-a-month to once.
522.
varies from salesperson to salesperson, probably need a standard procedure.

Some calls, some letters.
523.
Varies greatly. No set frequencies.
524.
Varies.
525.
Varies. Letter/fax, Phone, Call if necessary.
526.
Various.
527.
Vary rarely unless it is someone with a current order.
528.
very infrequent mostly prevent calls or follow up calls
529.
Very infrequent.
530.
Very little if any.
531.
very little, when I do ring they dont want to take the call because they are already
excluded my service because they may have no need
532.
Very little. Some follow up and I distribute information on new products
533.
Very seldom, no systematic
534.
Via email once a month
535.
Virtually none. phone call every six months.
536.
visit
537.
Visit
538.
visit and call
539.
visit and letter
540.
VISIT frequency starts at 3 times per week to 2 to 1 to every 2 weeks, then 3 to

finally 4 weeks for maintenance.
541.
visit or call
542.
visit/phone/email
543.
we are building a template newsletter which we will use every two months. We will
extend it to go to all people who have attended the seminars not just the ones who
buy the alerts.
Page 870

544.
We are going to start analyzing the latency between projects for our regular clients
and calling them when that latency has elapsed. We also have a drip marketing
program we are going to start rolling out so that we can stay in the minds of clients
and prospects.
545.
We call every client who falls behind, Which is 2/3 on any given month. We fax
reminders first, then follow with phone calls.
546.
We call them once, then follow up with mailed information if they are interested in
the service.
547.
We communicate with active prospects on a weekly basis for the most part, more
often when indicated. Inactive clients have received email and telephone contact on
approximately a quarterly basis.
548.
We contact existing customers every six month to remind them it is time to return for
service.
549.
We do not do the contacting the agents do. We keep in touch with the agents on a
biweekly basis.
550.
We do not have a fixed cycle. We try to remain in touch with prospects based on
when they have asked us to call them back.Most of the communication takes place
in the form of phone calls.
551.
we do not have specified policy at this moment.
552.
We dont have a sales force yet, but we should be electronically in touch with
customers/prospects via the internet, emails, newsletters, and telephone, all in
increasing frequency
553.
We email them, then we call them if necessary, they email us back, customers
sometimes call us back
554.
We envisage a monthly contact system through email based/postal newsletter linked

to a special website which will have specific free benfits for clients and non-clients
555.
We follow up with prospects to some degree via telephone call.

become our clients, we do not follow up with them at all!
556.
We have a physical store, so they call us.
557.
We have just instituted a program to send one letter per month to the product
customers and one letter or email a week to the Independent Business Owners
encouraging them to participate in the National Conference Training Calls.
558.
We have no consistent program for this. Phone calls are common for local
(Philippine) contacts; email for most of the rest of the world, as well as the
Philippines.
559.
We keep sending the inactive clients some letters only. However, we dont follow up
unless they call us. However the active ones, we email, send a letter and visit them.
560.
We ring our A clients at monthly , we setting a system to be able touch at leat once a
month. Newsletter quartly. Letetrs sent 15, 30 60 90 120 200 etc days after loan
settled. We going to provide a budgeting service where we go help them with their
budget, this be 14 days after loan 30 , 60 120 1 year
561.
We send a thank you card after they p/u vehicle send some customers a Christmas
card.
562.
We send Emails and newsletters once a month. Some times they send us Emails,
or they contact us by phone, or by letters.
563.
We send out a monthly newsletter to all of our clients and prospects weve met with
who still havent given us a commitment. We communicate quite a bit through email.
Once they
Page 871

It seems to be the most efficient use of our time. I have at minimum an annual
meeting with our clients.
564.
We send out a quarterly newsletter and arrange for meetings at local hotel (with
cash bar) for accounts spending over a certain amount each month. We do the
same for consultants who work with us.
565.
We stay in contact through our secure communication channels that are established
from the onset.
566.
We try for at least weekly with each referral source. Calls, visit, newsletter
567.
We use all kinds of communications, something like several times a week by email,
telephone conversation and sometimes faxes. Letters are seldom used .
568.
We usually get to see many of our clients a couple times per year at these
conventions. Also most people deal with us monthly on support issues. We have a
short list of potential clients that we will about once per year visit when in that area of
the province. This is just usually a 10-20 minute cold call while we happen to be
traveling by on the highway and it is still business hours.
569.
We visit our clients once a week to performance system maintenance.
570.
We visit them
571.
We visit them at least 4 times per year, we e-mail them our e-newsletter monthly
and we talk to them on the phone at random intervals.
572.
Weekly
573.
weekly using agent2000 to network all staff members
574.
weekly biweekly and monthly calls, a few emails
575.
Weekly by email bulletin
576.
weekly email (4)
577.
Weekly email annd phone contact for new marketing partners and our KEY top 20%
578.
weekly emails, calls and letters
579.
weekly emails, calls and letters
580.
Weekly ezine with various offers (DM if not among my subscribers)
581.
weekly folllowed-up calls. At least one visit per month to check on things
582.
weekly minimum
583.
Weekly or fortnightly at the start. When business is more confirmed, then maybe
daily.
584.
Weekly service,phone contact
585.
Weekly to monthly. Calls and mail or e-mail. Mostly telephone.
586.
weekly until the sale, then monthly newsletter.
587.
weekly via phone, meeting and e-mail.
588.
Weekly, usually by phone. We just purchased Goldmine contact/client mgt.

Software, and intend to utilize this as the hub for all interaction and follow up.
589.
When a prospect comes into the sales channel, he is continuously worked until a
buying decision is made. For those who decide not to buy, they are contacted my
mail with flyers, letters, and product information for about 6 months.
590.
when they come for lessons
591.
Whenever they order or when I send commission cheques.
Page 872

592.
With Internet visitors we currently have no regular communication. With fraternities

there are periodic followup phone calls.
593.
Yearly (mailing)
594.
Yearly follow up letters, Mailing pieces congratulating them on landing a job, and
offering to update their information to advance their career.
Page 873
Question 48. What Tactics do You Use to Overcome Frequently

Posed Objections?
Question 48. What tactics do you use to overcome frequently posed objections?
1.
? (5)
2.
100 % money back guarantee for 90 days.
3.
100% no questions asked return of money.
4.
A combination of all Ziglar tells about in his book Secrets Of Closing the Sale:
customer satisfaction letters, they can talk with customers, open communication,
building trust, etc..
5.
A good prepared presentation.
6.
A list of answers provided by an organization involved in the business during

training.
7.
A resume is an investment in the best product you know, yourself. Selling yourself is
an overlooked skill that can pay lots of returns in salary with its concurrent
advancement. As one advances in a career, self promotion is even more vital for
getting ahead.
8.
Additional information, or thanks but no thanks
9.
Address any real issues. Most objections revolve around cost while competitively
costed for service offered, clients are often opting for cheaper, less effective
computer orientated courses or ones run by unqualified tutors / teachers
10.
Address common concerns before they are voiced. Discuss how common shortfalls
are avoided through preventative measures. Never negotiate fees. I bring actual
value to a project, not just a commodity or service.
11.
Address the issue head on, use freebies, and bonuses.
12.
Ads feature our Stylists and our Experience.why go anywhere else? We

guarantee our haircuts, also, so there is no financial risk.
13.
Advertise
14.
Again, this is a problem area.
15.
Agreeing and turning it into a advantage for me
16.
Agreement and Reframing
17.
Although it happened once or twice, we usually solve posed objections by

immediately improving them pursuant to clients more specific requirements.
18.
An initial test period with risk reversal
19.
Analogies & examples
20.
Answer in the most truthful manner that you can think of.
21.
Answer the objections first
22.
Answer their objections, calm their fears, be there for them help be win/win
23.
Answer them by phone.
24.
Anticipate and embedd the answers into the presentation ahead of time
25.
Anything possible
26.
Ask ?s then show the power of the solution and explain the cost of doing nothingtry
and show my services pay for themselves
27.
Ask for clear definition of objectionAsk questions to put the objection in perspective
with needsAsk questions to see the benefits of meeting the need.
Page 874

Posed Objections?
28.
Ask propect to suggest a way to overcome the objection.
29.
Ask questions back to verify if objections are real or imagined and ask if objections
are taken care of would a purchase follow
30.
Ask what the obstacles they have to getting care and overcome those obstacles.
31.
Asked Is that all? and keep building the relationship until I have answered all the
questions
32.
Asking them questions, to get them to crystallize their problems and focus.
33.
Basic education. Most objectsions are in the form of challenging questions.
34.
Basically the propective client needs my service desperately.
35.
---Because endowment covers cost of operations we can say %100 of your donation
goes to the cause.
36.
Because we clearly state to the client from the get-go that we only recommend a
product or service if it is in their best interest (and we absolutely live by this), we
meet very few objections. We dont have any tactics other than the fact that the
client knows that we are looking out for their best interest.
37.
Being online I do not get as much feedback (objections) as I would like. Hard to
know what people want when it is not face to face
38.
Benchmark the pain and value of services, walk away, be viewed as always full
with work, create new opportunities for them from working with me
39.
Biggest one is risk reversal. Many folks dont know who we are or what we do so
we take on all of the risk for them - - meaning they can work with us for X amount of
time and if they arent happy we will refund their money. In exchange, we ask them
to answer three simple questions.
40.
Biggestthey already have a company they deal withtry to tell them what I can
do, how Ill do it, and ask for them to try me an a small scale basis, and give me the
same opportunity they gave their current vendor when they started with them.
41.
Bring them up first
42.
Bring up the objection ourselves in pre-appointment written communication and

answer the objection then
43.
Build info to cover those objections into info provided
44.
By asking them questions to find the real objection and respond accordingly.
45.
By asking very good closing questions.
46.
by offering free services most objections never arise.
47.
Call, emails
48.
Capturing objection from Salesforce Analysing crafting responses Sales force

training Direct mail/ E-mail responses
49.
Case by case basis
50.
Certain templates I use for estate planning/investments are discussed with clients if
they object or are uneducated.
51.
charts to validate our prices, etc...
52.
Circ try different angles in collection letters.Advertising sell virtue of marketing

(independent of our pub) to those who claim dont have the money.
53.
communicate about desired results
Page 875

Posed Objections?
54.
Compare cost of treatment/products to cost of not doing anything. Quote or provide

factual information supporting claims. Provide a free demonstration (like a free trial).
Offer a two-year guarantee.
55.
Comparison of investment and ROI to not taking action. Fear of losing business to
the competitors.
56.
Complete disclosure if it is some decision we have made. Follow-up to objections,

and or suggestions. For legitimate objections we have no reason to not follow we
solicit customer suggestions, and comments.
57.
Constructive frame of mind Define the posed objections clearly. Exactly what
happened? Write it down. Think on paper. Who exactly is going to do what, and
when, and how.In dealing with posed objections is to take action.
58.
Continual communication with better rates
59.
Continued education about the condition of their mouths
60.
Convey consequences of inacCion
61.
Cost is the biggest, try to get grants, offer discounts or thats the price its up to them.
62.
Cost, in which a good appraisal can possibly save or make you many times its price
63.
Create at least 5 responses 10 for most common and memorise them as

scripts.b
64.
Create scarcity in the service we provided. Also create the need for approval by our
partners before their promotion can be finally accepted.
65.
Current satisfied customers
66.
David Sandler system, plus evaluate my presentation.
67.
Deal with them one by one
68.
Deep product and industry knowledge
69.
Depending on the prospect, we invite them free of charge to a course with the goal
of evaluating it for recommendation within their organization. We highlight our niche
and qualifications of our instructors. We have many courses which are not offered
elsewhere and can then offer them a complete program.
70.
Depends on the objection!
71.
Describe our organization and the results we have obtained
72.
Developed playbook for distribution organization to overcome most common

objections.
73.
different closes
74.
DIRECT COMMUNICATION
75.
Direct mail sales letters. I usually didnt hear objections
76.
Discount, eliminate risk and packaging.
77.
Discuss them, acknowledge them and have an answer!
78.
Discussion
79.
Do not have any tactics I am aware of.
80.
do not have time we have a seminar that will help you have more time, do not
have money we have a seminar that will help you get more money by selling more,
bad experience with seminars here is a book of testimonial letters customers have
sent us
Page 876

Posed Objections?
81.
Dont have none
82.
Dont have them currently.
83.
Dont try to overcome objections
84.
Don't push them into coming. Don't want unhappy customers.
85.
Each objection is addressed and eliminated, so there is no more objections. Then

the client is asked, Dont you want the best? Dont you deserve the best?
86.
Educate and listen
87.
Educate customer about process and costs
88.
Educate customer that they only need 1 estimate and can choose wherever they
want to have vehicle fixed.
89.
Educate the customers
90.
Educate them using fearful tactics- Do you know that you will lose $29,000/yr after
retirement if you choose ________. Why? Because______________
91.
Educating the prospect on business realities they dont like to face.
92.
Education (4)
93.
Education and I hope the web will in time help via video andhonesty, admit that even
the product I make are a compromise in terms of features.As far as price objections.
Making it clear that a 4-wheel drive is more costly and if thats the only way you get
where you want to go you have to live with it.
94.
Education with some scripting.
95.
Education, patient explanation
96.
Education, questions to ask competitors
97.
Deferred payment, payment options and guarantees
98.
Either follow up with a sales letter or drop the company
99.
Empathize with the customer while continuing to stress the benefits and value added
parts of our service. What can the service do to help our customer.
100.
Empathy followed with additional questioning to make sure the stated objection is
really the actual objection.
101.
Emphasise the preciousness of time. Offer Free info & maintain contact.
102.
Engineers buy numbers: develop sample calculations describing value of purchasing

services. Concerning fact that we are higher in daily cost and/or mobilization, point
out cost of downtime, tools and systems we have others dont.
103.
Ethically persuasive words/ Scripts
104.
Explain benefits
105.
Explain the advantages of using my services and products.
106.
Explain the dealers and the direct sales executives the possible objections and our
replies for them , so that it can be used to explain to the customer .
107.
Explain the features of the products and how they would enhance the customers
lifestyle as well as show them how they could have something no one else
possesses and satisfy their sense of vanity. Also convince them that their $s are
well spent and they are really getting a tremendous value for their purchases.
108.
explain the truth
109.
Explain the value I give and why my cost is cheaper over life of problem with or
Page 877

Posed Objections?
without insurance coverage
110.
Explain why we developed our system the way we did. I am not sure I understand
what is being asked.
111.
Fact based rebuttal and testimonials will be used to overcome frequent objections
112.
Factual response. Explanation of services and products.
113.
FAQ worksheets and education
114.
FAQs
115.
FAQs list
116.
Favorable financing and explanation of services
117.
Feel Felt Found response tailored to suit the situation. Removes the adversarial
position
118.
Feel, felt found (3)
119.
Feel/felt/ found and revisit the benefits.
120.
Find a solution to the objection which client agrees.
121.
Find out common denominators and figure out a way to over come these objectives
122.
Finding what's behind the question & answering that
123.
First of all by asking prospect questions I establish what the actual objection is. I
then deal with the actual objection
124.
First we validate their feelings then we provide anecdotes about successful

participants with those same reservations show pictures of participants and letters
from grateful families
125.
First, gather as much data as possible and ask specific question as to the particular
needs of prospect. Know your product.
126.
Focusing on the pain the person is in and painting the picture of being out of it
127.
For example, the objection is: Consulters are expensive and doesnt help me in any
way. Then I describe successful projects I made with my clients.
128.
Free call
129.
Free samples to experience effect, suggest comparative shopping when cost

concerns
130.
Generally focus on the objectives the prospect wants to achieve.
131.
Generally I dont try to overcome them. I use a take-away (perhaps youre not ready;
not sure I have space or time to work with you right now)
132.
Get client back into yes mode. Getting real (or no deal). Asking questions to clear
up any confusions there might exist. Turning the light to yellow or red and asking the
client to turn it to either red or green. Helping the client to buy (rather than sell it to
the client). Helping the client discover the value themselves (rather than us telling
the client). Focus on helping clients succeed. Period.
133.
Getting the true reason as to why they are not going ahead
134.
give em the facts
135.
Give examples of how my business has excelled in those areas of concern and
followed up with educational materials to help the client better understand the
industry and my positioning in it.
136.
Give the same offer for free for 30 days.
Page 878

Posed Objections?
137.
Give them the facts
138.
Give up!
139.
Giving information and reframing
140.
Go back and answer all those questions
141.
Good training session with sales staff and proper sales scripts to qualify our
prospect.
142.
Great flexibility on the product offering. reliable service, clean, responsive to needs
and requests for products.
143.
Great knowledge base. We are working with award winning products so by knowing
other competitor products can compete well. Pre-empted any objections prepares
for overcoming these.
144.
Guarantees and past success
145.
Guarantees, talk to past clients, testimonials, case studies
146.
Handle them in presentation, sales people handle them
147.
Handouts, testimonials, other case studies.
148.
Hard sell push
149.
Have a scripted answer
150.
Have answers catalogued into FAQs and use testimonials
151.
Have rebuttals already scripted.
152.
Have testimonials from clients who are in a similar situation. A list of FAQs and
answers for retailer to answer end-user questions Would like to offer guarantee
but not sure if national importer would allow.
153.
Have them speak with previous clients/buyers. Discuss each objection in phone
conversation.
154.
Havent really had any
155.
Hear them out, feed it back, question it, answer it, confirm it,
156.
Humor
157.
I agree with them and ask of that is the only reason
158.
I always follow a no, with may i ask why. then i ask numerous questions to find the
real source of objection
159.
I am still learning how to overcome objections, although this question is the first time
Ive thought about writing down the most frequently posed objections, and creating a
system on overcoming them.
160.
I ask more details about it.
161.
I back off,
162.
I bring them up in my presentation and answer them there. In my case I say there
are 8 big risks in owning Investment Property. Here they are and heres how to
eliminate them.
163.
I can demonstrate or give an overview of areas we can work on developing based

upon what they want to achieve but it is up to them to want it bad enough to focus
on the area and do the work I am the helper, the motivator
164.
I cant say there are frequesnt objections. After reviewing a clients financial
situation, Ill discuss areas of concern. Ill rehearse and review my presentation
Page 879

Posed Objections?
before they come in for a follow-up appointment. Ill anticipate where any potential
objections are, and weave the solution or benefit to them into my presentation, and
why they need to go through with my recommendations
165.
I cant.
166.
I carry pertinent information and articles, some of which are in the Must-Know
InfoTM section of my Web site that I might print out and give to a prospect. I also
have certain answers and scripts on which I rely.
167.
I deal with the objection up front, mentioning it first
168.
I determine and anticipate every possible objection and have a predetermined way
to allay the fears and concerns of prospects. Also, I bring potential objections up and
answer them before the prospect does.
169.
I discuss dental treatment options, my office manager discusses finances and all
other concerns.
170.
I do explain the benefits of using the products. I try to show in terms of $ and Cents
that my offer provide good value for money. Sometime a prospective client indicates
that FINANCIAL RISK is too high. In MLM that is not always true TIME RISK is
high if marketing is done in the wrong way!
171.
I do not have frequently posed objections. I educate so thoroughly that I probably

do not get more than one or two objections per month. I am a consultative seller,
not a high pressure closer.
172.
I dont deal with objections.
173.
I dont get objections because I inoculate them ahead of time.
174.
I dont get too many objections. Once Im in front of a client, I normally sell him or
her
175.
I dont have a scripted response. Its off the cuff.
176.
I dont really have any. Just say that Ill do a piece for free to start with and then they
can decide whether it had any value or not. If so, away we go.
177.
I dont.
178.
I dont.
179.
I emphasize the benefits.
180.
I first make sure I understand their concern, and then address if I can
181.
I get few objections. Either someone is looking for a new solution, or is happy with
what they have. If they are happy, I don't waste my time. I have a 80% interest
rate.
182.
I get few objections. Either someone is looking for a new solution, or is happy with
what they have. If they are happy, I don't waste my time. I have a 80% interest
rate.
183.
I get no objections they are just slow to take it on. They sit there and look at me.
184.
I get them to elaborate on their objections, I empathize, I lead them to commitments

that what Im selling is what they could use, then lead them to commitments that
what Im selling could be important to them (if what I have could actually be
important to them), then vividly re-describe the benefits and close them.
185.
I give examples of successful former graduates
186.
I give them more information that relates to the objection and ask them if that makes
sense to them.
Page 880

Posed Objections?
187.
I handle objections by the "Feel; Felt; and Found" technique. Example: I

understand how you feel; Others have felt that way also; But when they looked
deeper into the matter here is what they actually found.
188.
I have 30 days money back guarantee... and I'm only one in whole Poland to have
one on paid site. I have testimonials .I have list of all my articles on site to look at it.
189.
I have a set of answers plus I always ask a return question.
190.
I have an F.A.Q. section on my website.
191.
I have learned responses to the objections that sellers always come up with.
192.
I have no formal assessment of objections
193.
I have prepared a paper with responses for each question arised
194.
I have set responses and do not try to convince a prospect
195.
I have tried to lay out in printed form all the golfer receives when he/she takes a
lesson or clinic.
196.
I haven't handled these well. I end up with the "can I call back in 3 months" type
thing.
197.
I include a Frequently Asked Questions section on the website, offer an

unconditional guarantee to reverse risk, and offer enough information on my website
for free to answer most questions and establish my credentials.
198.
I include a Frequently Asked Questions section on the website, offer an

unconditional guarantee to reverse risk, and offer enough information on my website
for free to answer most questions and establish my credentials.
199.
I let the client explain his reasons for the objection, isolate it, align with the client, so
he knows hes being heard, turn the objection into a question, answer it and tie down
the deal.
200.
I listen to the objection, respond that I understand and then propose a counter
argument to the objection
201.
I listen to their objections and list them out. I then address the objections and listen
for new ones. Sometimes the prospect will come around once you have addressed
their objections. Sometimes they don't.
202.
I make a list of all objections I cannot answer meaningfully on the spot, seek
plausible answers for them, and bounce these off as well as ask for advice from
wise and knowledgeable associates. Answers are tried in practice at the first
opportunity.
203.
I make a list of all objections I cannot answer meaningfully on the spot, seek
plausible answers for them, and bounce these off as well as ask for advice from
wise and knowledgeable associates. Answers are tried in practice at the first
opportunity.
204.
I make the objection a reason to buy, I sent it back as a question or I show a specific
benefit.
205.
I may not fully understand your question.I usually ask the prospect to clarify the
objection, listen, try to understand the issues. Only when the person with the
objection acknowledges that I understand the objection do I try to respond. In the
process, I can determine if the prospect wants me to answer the question to his
satisfaction or if he is giving me a veiled NO, I will not do business with you there
are some people you cannot sell if his objection is convincing enough I will
probably agree and go spend my time working with some one who is truly
interested.
Page 881

Posed Objections?
206.
I need help here.
207.
I position myself as a consultant to the client and use the Miracle on 34th Street
approach. If a clients stores are too geographically dispersed to make it
economically worthwhile to use armored car pick up for vault delivery, then I counsel
against becoming a vault client. In other cases, I explain that asking an employee to
put several thousand dollars worth of negotiable checks and cash in their car and
get on a public thoroughfare and then walk into a bank branch is to imperil them and
their liability insurer. It takes a lot of armored car service to reach a multi-million
dollar jury award.
208.
I present the answers to the objections before they come up.
209.
I provide examples of success stories and sometimes give a free session to allow
prospective clients to see what I can do for them.
210.
I rarely encounter an objection.
211.
I relate similar concerns with other clients and the results they got.
212.
I rely extensively on our reputation and history with the client.
213.
I seldom have objections
214.
I show them the written guarantee, adjust the price.
215.
I simply try to answer the objection.
216.
I state the potential downside costs to the clients.
217.
I study the objection scripts and I recently am taking an N.L.P. course to be more
persuasive.
218.
I try to address the concerns raised, then ask again for a meeting
219.
I try to convenes them with a phone call.
220.
I try to find the answer to the real questions they are asking. When I do I call them
back to share the information with them. Nicely just to say for your information or
just responding to your question.
221.
I try to find the solution to their problem so I dont get a lot of objections.
222.
I try to get around objections in my first presentation and these things happen very
rarely
223.
I try to make sure that the objections are real and answer as truthfully as possible. It
often takes sending additional information or recommending a particular web site or
book to give the potential client the information needed to overcome their objections.
I will often contact them for the coming six months or one year on a periodic basic in
the event they are still interested and have found and answer to their objections
224.
I try to make the service seem free in the long term due to possible tax savings.
225.
I try to preempt objections. Not working well. I need to phone potential clients
instead of relying on email.
226.
I try to set up another meeting if the rejection is that they are already using another
supplier or using a contract. I have noticed that buyers like the perseverance of
follow-up.
227.
I use references.
228.
I use similar responses.
229.
I use the testimonials where the offerings made and the USP are confirmed as facts
by other clients.
Page 882

Posed Objections?
230.
I validate them and explain how either we are each different or how my product is
different.
231.
I will investigate an get back to them.
232.
I will refund money
233.
I wish we could get to that point
234.
I would suggest common sense and draw their attention to the state of their
businesswhere they seek it to bethen make an offer they cant refuse. Bring
along the godfather of course. Give them something for free to startpart of the coopting process.
235.
Ill coach them around the objection mostly its cost, so Ill coach them around the
value of having the service versus the cost of not having it.
236.
Im still working on that. In our industry, the biggest stumbling block is indecision by
committee. We offer a good proposal that gets a good reaction from our initial
contact, and then a level of bureaucracy has to sign off on itand it gets bogged
down, sometimes for months. Sometimes forever. If I could break those logjams
effectively Id be a happy man.
237.
Ive developed scripts. I am very skilled at sales and at handling objectives with
questions to help the prospect challenge the assumptions that underlie their
objections.
238.
Identify up front.
239.
Identifying objections and then offering solutions that resolve the objections.
240.
If a customer doesn't like the product we move on to a new one who does.
241.
If a problem comes up I solve it.
242.
If it's for price on a custom frame job then I will redefine the design, benefits along
with the features. UV coated glass will help keep your art from fading, acid-free
matting and backing will help to prolong the life of the artwork, etc.
243.
If money, I let them know how they can earn free massage through my referral
program. I will also offer a barter if that is mutually beneficial. If the issue is time,
then I let them know that anyone who is that busy really needs time out for self care
and an hour, even if it is just once a month, is really necessary to help them get
grounded and centered.
244.
If someone is in enough pain, they dont have any objections or least they dont
voice them.
245.
If the objection is price, I tell them I am not the cheapest but past clients have been
very satisfied with our products/services and they refer others to us.
246.
If they have no need for our services then I am stuck.
247.
Ignore objection, unless they bring it up more than once. ask why this objection is a
problem for them, offer solutions to their specific problem
248.
Ignore-sell benefits
249.
In cases where price is the frequently posed objection, we sell them on the longterm value, on our project management capability, and on our ability to take singlefocal-point responsibility. We also take the opportunity to, if objections are posed,
of having further and higher-level management discussions (as many times, the
longer-term value is only appreciated by the highest levels of management).
250.
In most cases the only reason people do not use my products is that the LA studios
impose restrictions on the software that must be used for the show
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Posed Objections?
251.
In person sales skills utilize the Sandler Selling System
252.
In reality, we do not get many objections, we just do not get the order. Most of the
time, the client is not very responsive in advising why we did not get the order
253.
Include frequent objections and solutions in a full presentation. Get agreement to the
solution, then probe for additional underlying reasons. Use testimonials and referrals
as well.
254.
Information, reference material, media pieces, testimonial information.
255.
Information, results and by referring them to happy clients/partners.
256.
Instantly addresssing and fixing the problem
257.
Isolate them and find agreement on general proposals, then deal with the isolated
objections
258.
It is worth the cost because teachers have told us that their students have done
better on state exams because of what they have learned from us.
259.
Just communicate over email
260.
Just sales training and I use the gift Ive developed to create relationships.
261.
Just started; does not apply.
262.
Just trying to convince the merchant that does not accept checks that he can accept
checks for less than the cost of accepting credit cards, and thus increasing his
business.
263.
Know USP and competitors.
264.
Learn the products you promote. It's essential. Knowing the products puts you in a
much better position to answer objections from first hand experience. Tell the client
the truth about everyting. Even the not-so-good things about the business.
265.
Learned how to overcome them (sales training) and then have offers that someone
cant refuse
266.
Let competition usually piss them off and them come back when I shoot straight with
them. Im not the cheapest, but I deliver.
267.
Let our clients answer the objections in our behalf; use our clients answers
ourselves when WE happen to be talking with a prospective client. . . .
268.
Let them see testimonials
269.
list of objections
270.
Listen and feed back their concerns and delve deeper behind the No!
271.
Listen and oral explanations.
272.
Listen closely and be truthful
273.
Listen to the objection. Agree with the objection. Find way to reframe and
overcome the objection.
274.
Listen, ask questions and respond to what theyre saying and not saying
275.
Listen, isolate them and then resolve them.
276.
Listening for the true objection, followed by detailed education.
277.
Literature; customer education via web site; articles; tapes.
278.
Logic and Persuasion.
279.
Logic and Persuasion.
Page 884

Posed Objections?
280.
Logic/ free product
281.
Loss of Benefits
282.
Lots of education and testimonials.
283.
Lower front end pricing to get back end return; some spec work to win an account
284.
Lower my prices, guarantee our work unconditionally.
285.
Lower prices
286.
Main objection Interest rate, can offer them rates similar to banks, but we are more
flexible
287.
Making people realize that putting off information that may improve their well-being
is self-defeating.
288.
Many people have never had a massage. I describe other clients reactions and
repeat their comments after their first massage. I ask them if stress plays any part in
their everyday life Who doesnt have stress? Then I ask them if they ever take the
time to pamper themselves and explain that they are definitely worth 1 hour of time
to treat themselves for all that they do for everyone else. Ask if anyone else in their
family or circle of friends that get massage. They normally know at least one person
that gets massage regularly. I ask how that person appears to feel, Do they like it.
Why do they get regular massages? Pretty soon they start to see that they are
worthy of the same personal pampering. They owe it to themselves. I ask them to
think about it Ill be here when you are ready to take time for yourself.
289.
Many people quickly question the guarantee of the return I am suggesting they could
make. The only tactic I have here is to tell the truth, that being that I cannot
guarantee anything, because I cannot predict the future. I will then help educate
them on the risk / reward issues involved in investing.
290.
Many, questions to change the focus-re-state the benefits- yes questionsreferences- statistics-proven record of success.
291.
Market is too slow to have a track record of objections
292.
meet objections with benefit statements, rephrase objections to allow different

approach, offer proof
293.
Meeting pricing competition, be prepared to offer comparable products.
294.
Memorization of overcoming objection scripts.
295.
Money back Guarantee
296.
Money back guarantee / try one lesson for free
297.
Money back, they can try our services for free.
298.
Money- objects- convince them that they have nothing to loose, if they do not
achieve what they want, they do not have to pay for more than the prints.
299.
Money-back guarantee to overcome objections about price and informational

relevance of a given research report.
300.
Most common objection is price were expensive on a per hour basis. We say the
hourly rate is not the key figure, its the total cost that matters. This typically works
fine
301.
Most common reasons people dont cruise or repeat are in the Cruise Consumers
Guide.
302.
Most importantly, is the attitude. When I talk I talk like an authority, which I honestly
believe I am especially in tactical Pakistan. So Im brimming with energy & faith.
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Posed Objections?
Usually I say , this is the first time in Pakistan. Come see, y I hour seminar. Make up
your mind. Moreover, its free. For now.
303.
Most of our objections come from prospects not knowing exactly what we do. Once
then know what we do then they either say I dont need that or they close 95% of
the time. Thus, our tactics are to educate the prospect.
304.
Most of the objections we get are based on price and we show e-mails or letters we
have received about our knowledge level and how that has saved clients money.
305.
Most of the objections we hear are related to finances. My insurance wont cover,
My insurance wont cover all of this, I just cant afford it any more, and comments
of that nature. We have created a cash based fee structure for our wellness care
patients which offers them reduced fees when they commit to long-term care plans.
Patients on our initial care plans are offered prepayment incentives to take the sting
out of insurance shortfalls and are told about the decrease in the fee structure that
will be available to them when they reach wellness care status. People who have
real financial concerns and who truly want care are handled on an individual basis
and we will find a way for anyone to get care if they truly want it.
306.
Mostly a FAQs section on the website, references, etc. Do have a 90 day return
policy.
307.
Mostly the objections have been we have no budget or we dont outsource. So

far we havent been trying to overcome either of these objections. We tend to move
on to situations where we have to sell ourselves less.
308.
My experience in this matter has been..what, in your opinion would be a

mutually beneficial strategy to accomplish both of our goals or simply confident
education that addresses the objection.
309.
My salesletters do all of the overcoming of objections. I dont have any pre-sale

contact.
310.
My script covers all objections but generally I get the client to introvert on the lack of
not doing something to resolve the problem.
311.
N/A (9)
312.
Negotiating
313.
nil
314.
nlp
315.
No effective tactics have been being used to overcome objections.
316.
No objectionsusually based on written proposals only
317.
No set tactics
318.
No strategy
319.
Nobody poses objections.
320.
non received
321.
None (28)
322.
None that work.
323.
None yet.
324.
None, except we mailed a post card to them
325.
None, we cannot promise the potential customers things that are not approved by
the service provider.
326.
None. If patient declines to come to my practice, I respect their choice but state if
Page 886

Posed Objections?
they change their mind, I am available
327.
Not applicable.
328.
not enough sales experience to identify...
329.
Not in place as a scientific approach
330.
Nothing
331.
Nothing systematically. We try to anticipate general objections , answer them with

our solutions.
332.
Objections are either comparing my product to another or attempting to determine if

this type of investing is appropriate. Both are answered as factually as possible,
with information on why my system works and how easy and convenient is can be to
invest from home and earn high rates of return guaranteed by the government and
backed by real estate etc etc
333.
Objections are voiced by purchasing department based on price. We normally meet

all of the specifications from engineering and have no objections from their side.
334.
Offer a discount on bulk, or immediate decision.
335.
Offer a free 30 Day trial to everyone who rejects the idea of taking immediate action.
336.
offer guarantees, scrips for objections
337.
Offering information that people are looking for and get them calling me.
338.
Offering to email site administrator (me) with questions, perhaps eventually having a
most asked questions section of site.
339.
Offering to work for a lower fee by providing the client with fewer hours per month of
my work
340.
On ojections of price, it is we make more service revenue if you dont buy our
products, we are happy to help you either way
341.
Online FAQ page
342.
Only objections from first contractor and we remind him we have more lucrative
contracts with someone willing to pay T&M, point out his jobs are very detailed,
requiring skilled work and time and he usually underbids them. He only gives us the
work because he is the Presidents father, doesn't want to worry about production,
and knows his other subs would not do as good a job.
343.
Our biggest issue seemed to be related to surprise fees, which we have partially
addressed through our consultative engagement planning and fee proposal
preparation
344.
Outline products and services to other clients.
345.
Patience.
346.
Permission/Permission Also generating a frequently asked questions area on the

website.
347.
Persistence. (2)
348.
Personal intervention
349.
Personal persuasion.
350.
personnel knowledge
351.
Pointed questions in the form of an informal survey: According to feedback I get on a

regular basis, most companies have a pretty good handle on who their major
shareholders are. What I dont find all too often, is a company that can predict with
Page 887

Posed Objections?
certainty, how those shareholders will react to major announcements and new
strategy plans. Where would you fit into this dichotomy?
352.
Post Q & As if needed on websites
353.
Preemptive consultation, market data. and client benefits.
354.
Preparation in advance Rehearsal in advance of meeting with prospects Turn

objections into benefits by deeper analysis Relate objections to other products or
services Empathize with objector without admitting validity of objection
355.
Present facts to display objections which are often based on perception rather than
reality.
356.
Price is usually the only objection and that is easy as my product caries a longer
warranty and I am a member of BBB and they can check me out
357.
PRICE, AVAILABILITY, RELATIONSHIP BUILDING.
358.
PRICE/ PROMOTIONS/ LOYALTY POINTS
359.
Probe for objection. Gracious acceptance that leaves the door open. Add to
contacts list for (eventual) newsletter
360.
produce faq's and send answers to clients
361.
Prompt availability, cost, expertise, experience in field.
362.
Prove product knowledge and outline benefits we offer,,,
363.
Provide education and plan of implementation.
364.
Provide them with relevant test data about the technology
365.
Quality and value, related historical events
366.
Quality has a price, but longer term, it pays. So what is the value you place on your
health? Its for you to decide.
367.
Question the statements
368.
Questioning to delve deeper and gain full understading, paraphrase back to confirm
understanding, then deal with as relevant to the type of objection (need not strong
enough, now is not the right time, competitive service is being considered, price)
General approach is to paraphrase back the objection in very clear & direct terms,
contrast that to the benefits they want and invite the prospect to answer their own
objection what do you want to do given that these are the benefits you want to
get?
369.
Re sell our advantages over our competitors
370.
Record the objections, list and record the answers though a FAQ list.
371.
Refer prospective clients to existing happy clients
372.
Refer them to my materials and tell them the reasons why.
373.
Refer them to one of our successful dealers if we cant answer their questions.
374.
Referal to existing customers
375.
Reference letters
376.
Reference to clients with similar objections
377.
References to other Case Managers, ensuring that they know that all of our work is
fully guaranteed
378.
Reframe
379.
Reframing
Page 888

Posed Objections?
380.
Re-inforce advantages of products, company and plant locations. Ask questions to

find out real objections.
381.
Reiterate the benefits: no up front cost, only cost is percentage of return, potential
savings/money back
382.
Remain flexible in my approach to running the business and any difficulties

encountered on the journey.
383.
Reputation is our biggest help.
384.
Respect the stand point of prospect but do not support it. But forth the logic of our
products design (it overcomes all forms of spelling and reading disabilities).
Emphasize benefits. Offer interest free installments for families when necessary.
385.
Restating the objections and working through them
386.
Return on investments.
387.
Review my quality, listen, reframe.
388.
Right now I am learning what objections people have.
389.
Ringing customers do not have objections , they want to buy but I think we loose
some clients.
390.
Risk removal
391.
Risk reversal
392.
Risk reversal techniques, Objection script book memorized responses (Moine)
393.
Risk reversal, showing our methods, explaining what we do to result in higher prices.
394.
Risk Reversal, try again with a new position.
395.
Risk reversal.
396.
Risk reversal. If what I point out doesnt make sense, theres no reason to proceed.
397.
Risk reversal. Just give us a try you have no real risk.
398.
Risk reversal. I will take the product back if it doesnt sell within a specified time
399.
Risk reversal; preferred pricing; guarantees
400.
Risk Reversal-Gift Certificates
401.
role playing, scripts
402.
Rrrrg. I dont have any of those tactics developed yet! On my list of things to do:
anticipate objections & script myself some answers.
403.
sales people training and negeo
404.
Sales scripts
405.
Sandler sales system
406.
Scientific papers, one-on-one demos with customer, software customization.
407.
Script book -
408.
Script book and FAQ sheets. Also case studies and testimonials helps here.
409.
Scripted answers
410.
Scripted phone calls, initial letters and presentations which pre-empt these
objections often with the use of case studies.
411.
Scripted responses.
412.
scripts
Page 889

Posed Objections?
413.
Sell quality and lifetime value of our interiors vs lowest up front cost, Sell service and
support and the ability to source Total Building Solutions from a single source,
provide tours of sites of existing clients.
414.
Sell value of premium product for premium pricing.
415.
Send varied methods of contacting, non obtrusive, with good compelling copy to
spur reading
416.
Sensitive listening to the customer
417.
Share testimonials of people like them who are getting benefits from the products
and/or the business
418.
Show daily cost over ten years vs. purchase price, highlight unique value and
technology.
419.
Show genuine interest in their situation and invite them to keep me in mind
whenever.
420.
SHOW HOW product or alternative product answers objection - view objection as a

further definition of customer's wants/needs that we hope to assist in satisfying. One
objection is Price, all too often leading to giving them a discount - partially with belief
that the shop in the mall will give them a deal and make the sale if we don't.
421.
Show people how quality counts
422.
Show results
423.
Show them our experience, to build faith in us.
424.
Show what we offer and what differentiates us from others.
425.
simple questions that are provocative
426.
Simply show the client the facts of their foreclosure situation. They will see that they
have no choice or they will lose home, equity and credit.
427.
Since Im basically selling myself, the tactics are to meet each objection head-on in
an interactive meeting with the prospective client. This is done primarily through
displaying knowledge and insight on the specific issues involved and making
reference to past engagements of a similar nature.
428.
Since the business relys on them buying this is not relevant to most of our sales
channels.
429.
Small steps generating agreements so that we can proceed to the next action.
430.
So far the biggest objection is lack of fast decision after presenting a proposal. Even
though prospects like the proposal, there is no enough urgency to act immediately;
therefore I need to develop a system that would allow putting some time pressure on
them.
431.
Socratic method, truth and consequences
432.
Solve the problem or try to realize that we shouldnt sell to everyone
433.
SPIN
434.
Staff training.
435.
standard responses
436.
Standard responses are taught to all salespeople
437.
Standard sales tactics to handle price objections. Education often used to handle
feature objections.
438.
Stress benefits ... How the seminar will solve their problems.
Page 890

Posed Objections?
439.
Stress benefits to their long term survival the social economy is struggling with
grants being cut.
440.
Stress benefits. Compare usefulness for life with the cost which is less than either a
date for dinner and a show, or a single textbook.
441.
Suggest talking to a client, highlight benefits/results obtained, emphasise the riskreversal
442.
Supply more info
443.
Tact.
444.
Tactics based on speed
445.
Tell them to compare
446.
Testimonials
447.
Testimonials, frequently asked questions, money back guarantee, free shipping.
448.
Testimonials/endorsements risk reversalfree trial
449.
That having our services is essential if you are a professional Serious trader. IT
systems and automatic transaction engines are subject to faults and this alerts
service is an insurance policy that your trades has been transacted.
450.
Thats fine, of course, weve been around for 22 years in this area; of course, were
members of the BBB; of course, we have other satisfied clients you can speak with;
etc.
451.
The biggest objection is my accountant normally deals with that (tax) Followed by I
want my accountant to be at the meeting We have two standard responses to deal
with these objections a section from one our responses is Well its absolutely fine
by us. But lets recognize Mr. Prospect Name that its not going to be easy for your
accountant. Were going to turn up and we are going to show you ways to save tax.
Your accountant is going to be sitting there and hes not going to say wow thats a
really good idea isnt it because he knows youre going to look at him and think why
didnt you show me this? We try and work with the accountants its not our aim to
get into a technical argument with them normally we take them to one side there
have been circumstances when the accountant has been fired but that is a
exception.
452.
The major one was overcome when we began offering consulting services instead of
just services. Worked like a charm. The rest are overcome by information and
training.
453.
The most common objections are that the software does not have a particular
feature that they would like. I will usually add the features as people request them to
create new versions.
454.
The most frequently posed objection relates to price and we generally try to educate
the prospective client that because the shelters last for years they are actually a
much better value because they do not have to replace them every 2-5 years.
455.
The normal closing techniques.
456.
The tactic used most often is to ask a question
457.
There are few objections. Im very credible.
458.
Think positive
459.
This has not been an issue.
460.
This is difficult. The primary objection is the cost of advertising.
Page 891

Posed Objections?
461.
Through showing features and benefits.
462.
Too soon to say.
463.
Train salespeople to ask questions, isolate objectives, sell around, sell value
464.
Trained sales staff and a detailed frequently asked section on our website. If we
keep getting these objections we post them on the site of answer it some way in our
material to head it off right away so they dont have to ask it in the first place.
465.
Training on answering them, to ask and to listen
466.
Treat every objection as an opportunity.
467.
Try and figure what the real objection is there are a lot of smoke screens in the car
business
468.
Try one more time
469.
Try to agree with their objections first then slowly convince them that they are not
true (indirectly).
470.
Try to cover them up-front in any seminar / sales situation thus prevemnting them
from becoming an issue.
471.
Try to gives more values or benefits to our customers
472.
Try to pre-empt them in initial discussions and presentations, have enough

testimonials that someone else (another customer) answers the objection rather
than you
473.
Try to show how my service is different than the other lawyers (whose past service
has created the frequent objections)
474.
Turn it into another sales pitch.
475.
Understand and restate objections, educate client to create buying scenario from me
476.
Use a FAQ fact sheet, and offer their money back
477.
Use the opportunity to update prospect on the latest developments
478.
Using knowledge of our products, the industry, the market and in business to
business their industry and market.
479.
Usually a non linear value versus price focus and better identification and
understanding of our clients overall long term needs.
480.
Usually educating the client.
481.
Usually this is a money issue or they dont have the time to devote to a new project
idea at this time. I havent found a good way to overcome these two.
482.
usually, the client needs funding so there are not that many objections once they are
in the door. our sole problem is getting them here.
483.
Usually, they will have uncovered a number of things which they are not doing in the
business through discussion with them and they will feel unease and discomfort
about not getting what they should have. At that point, they know they need a coach
to help them.
484.
Variety of products, service, pricing.
485.
Various objection handling techniques and dialogues.
486.
Verbal and written answers and explanations. Best ones later posted on website as
FAQs
487.
Verbally craft an answer based on whether its belief or structural bases. If its
Page 892

Posed Objections?
skepticism -find expectable proof to or for them If its a misunderstanding correct the
data to change the perception If it a draw back probe for another benefit or benefits
to handle it Reframe their presupposition or probe to in a manner so as to have them
realize their invalid assumptions. PLUS other skills
488.
Virtually the only objection we receive relates to price. We feel that our prices are
fair and cannot be lowered, and we do occasionally lose a sale for this reason.
489.
We analyse the biggest objections and then work on how to destroy them. When the
next customer comes along, we dont even wait for the objection, we tell it to them
upfront and then destroy it-before theyve had a chance to voice it.
490.
We are in the process of building a script book of objections but we have trained our
sales staff to articulate objection in the selling process and take away their bullets,
preemptively.
491.
We are taught to memorize common rebuttals to common objectives.
492.
We are weak here.
493.
We ask a lot of questions.
494.
We ask for details on their concerns, restate them as best we can and clarify them,
in the context of their business environment. We then explore with them their
alternatives, and if it appears that we can fashion our service to properly address
their concerns, we move on from there. Otherwise, we state plainly that it is
unfortunate, but we cannot help them, and recommed any alternatives that we can.
495.
We ask the customer to compare our facility to the brokers.
496.
We build the answers into our sales presentation to overcome the objections before
they are asked.
497.
We collect them all in a binder, soon weve answered 90% of all possible objections.
498.
We convince customers that we can give them a better deal
499.
We definitely need some help on this one.
500.
We do have weekly sales meeting that these issues are discussed, but they are not
formally put into a script book. This is a goal for the next 6 months.
501.
We do not typically deal with the end-clients pre-sale that is done by the agents we
work with.
502.
We do not yet survey our prospects and customers, therefore we don't know their
objections are.
503.
We dont no pressure from us
504.
We dont get many objections because were not in the selling game. Were in the
buying game, which means people come looking for us when they have a need. You
cant persuade someone into wanting a shipping container!!
505.
We dont have any tactics, basically if they object we just dont deal with them
506.
We educate on the value of what we do.
507.
We educate regarding the real issues/costs/concerns and show why we are best
answer, if we are. If not, we give other alternatives.
508.
We explain, provide personal care
509.
We figure out all common objections first and explain before they object.
510.
We handle many objections prior to being voiced and specifically ask what would
stop them from getting their problem handled. Usually time and money is the
answer. We then get their answer to if we can handle those concerns what would be
Page 893

Posed Objections?
your personal commitment leave to getting it handled. If less that 8/10 then we won
accept them under care.
511.
We have a book of testimonials from our satisfied customers.
512.
We have a collection of scripts to handle objections which have been encountered.
513.
We have a good track record with references from many large firms, this usually
works well.
514.
We have a list of reasons why we are the best in the industry. We dont have a list of
answers to common objections.
515.
We have a series of answers to address objections.
516.
We have a standard script book for handling objctions. These scripts are drilled on
periodically.
517.
We have a written Q&A profile
518.
We have general rebuttals and product specific rebuttals the sales reps are trained
on.
519.
We have people and schools with whom the work we have done, and the
introduction of our speciality topic to their setting, have made a difference we refer
any objectors to them.
520.
We have scripts for most buyer questions
521.
We have some basic sales script type responses and train our team to deal with
objections.
522.
We identify the problems and provide answers. cost we break up the cost into
payments.
523.
We just try to address their concerns.
524.
We know the Frequent Objections and usually try to avoid them in dealing with them
upfront with setting or resetting the buying criteria to our advantage. Most objections
are dealt with in the sales process in person, phone or email.
525.
We like to raise the most obvious objections up front like we are just starting our
business the others we answer with a question Thats a good observation can I
ask why you asked that? This technique is from the David Sandler Sales System
and is called a Reverse. You reverse 3 times and get down to the emotional reason
behind the objection.
526.
We listen to what they have to say, and make adjustments to minimize those
objections in the future.
527.
We offer information about advertising in our paper vs. other papers.
528.
We offer more convenience, and are cheaper with combined services.
529.
We really do not get any, since our sales are based on guiding them through the
options, which are all available through us.
530.
We really dont have any.
531.
We really dont run into objections, a client usually gets to if they are more or less
ready to buy.
532.
We record all such objections, make everyone aware of them, and train everyone in
how to respond to them (either by putting counter arguments to them or by treating
them as suggestions and improving our offerings)
533.
Page 894

Posed Objections?
534.
535.
536.
We relate their objection to how we can solve their pain. Weve had other clients
feel that way, and we demonstrated X to them and they felt that we had a goo
handle on it.
537.
WE TRY TO REMEMBER THE COMMON ONES AND DELIVER THE

RESPONSES THAT HAVE WORKED BEST TO OVERCOME THEM.
538.
We try to show how an objection may actually only be a perception and also that our
advantages would outweigh any perceived disadvantages.
539.
We turn they back to what we do and the value we provide, if they really want it they
must be prepared to pay a price. If they are really not ready, we would rather walk
away then get a painful client.
540.
We use our knowledge of the job that they dont have also we us the fiduciary
responsibility approach.
541.
We use the annual reports of the big banks to point out how involved they are in
the forex market. We use satisfied customers in attendance at our seminars.
542.
We use to give them value for what they are and they want. We give reason for the
clients all the time, and make them trust in our advises.
543.
We usually determine with questions and answers if there is an application or need.

Then we attempt to determine a return on the investment. By the end of the process
the prospect is simply attempting to get the funding for the investment.
544.
We workshop those things with our associates during in-house trainings, and aim to
equip them sufficiently with counters and supportive evidence.
545.
Were weak!
546.
Weve designed a simple and strategic question process that pre-qualifies every
prospectso we dont really have objectionsexcept price.
547.
Weadd details to our sales pitch and literature, like explaining that pandas do not eat
our species of bamboo or that our coffins are made in different sizes that slot inside
one another to keep transport fuel to a minimum.
548.
Weakest part is establishing the value of my services to clients. Tend to make them
products and commodities. I try to distinguish my service by discovering their pains
549.
Weekly training
550.
Well, on my website I have a list of frequently asked questions. Objections are listed
and addressed. If I am talking with them on the phone, I use my entire arsenal of
telemarketing techniques.
551.
Were better and we take care of your needs
552.
What we delver is wroth much more than we charge.
553.
When a customer comes to us and complain that our prices are too high, we do not
lower them but try to explain the quality difference between our products and that of
our competitors. In most cases, when a customer leaves us for better pricing, they
come back the next year and become clients after that.
Page 895

Posed Objections?
554.
When I get a price objection I stress value to the customer. But I dont push too
hard on prospects who dont want to buy now, because they can always buy later.
555.
When someone says that they are not spending money on extras, I ask if they have
considered making an investment that will create an income stream. Often I receive
a blank look followed by the comment, "We are down to the basics, food, and
shelter. Nothing else."
556.
While we are at the fair we try to see if there is a past customer in the crowd. This
always helps to have a strange tell them that it is the best they have ever used. We
show them how it works and if it doesnt work better at home than it does here they
get their money back, no questions asked.
557.
Written facts that overcome these objections.
558.
Your price is outrageously high. We said may be you are not ready at this moment .if
you can not massively benefit from my products as other client had. It is truly too
expensive. Then they look at the products closely and eventually buy some.
Page 896
Question 49. What is Your Strategy for Reclaiming Windfall

Profits from Prospects You Dont Sell or Close?
Question 49. What is your strategy for reclaiming windfall profits from prospects
you dont sell or close?
1.
? (20)
2.
Keep in touch. Convincing them to subscribe to my newsletter
3.
A very small amount of referrals to others Non
4.
Absolutely none. I would love to see how that could be accomplished. That would
give more capital to put into your other marketing strategies.
5.
After each appointment sending Recap letter of discussions then hook them in sales
system where they get ongoing sales letters, newsletters. We also offer them other
products which may be of interest to them
6.
Aint got one.
7.
All we do is keep in touch and try and sell something else or resell them when their
contract comes up again.
8.
As we will be introducing many new products in the first five years we will be
constantly contacting clients and non clients with new offers
9.
Ask & give referrals, pass to another supplier & contact them for swaps; keep in
touch with prospect for future
10.
Ask for a referral fee from a competitor if they close a sale from leads I provide to
them.
11.
Ask for leads but never got any.
12.
Asking for referrals (2)
13.
Asking for referrals or asking permission to work with them to settlement
14.
At least get their name in database, for future marketing promotions
15.
At present - None
16.
At this point, referring the unconverted to affiliates, but I know there are many more
methods.
17.
Because they stay on our data base, all new services/offers are brought to their
attention on an ongoing basis.
18.
Because they stay on our data base, all new services/offers are brought to their
attention on an ongoing basis.
19.
Classify as A/ B Newsletter / e-mail drip program accordingly
20.
Completing J-V programmes
21.
Constantly work them in a non pressured non-threatening environment and

convince them that they will actually reap great benefits from using our products and
will be the envy of their friends. Also will guarantee their utmost satisfaction and
perceived value.
22.
Contact them a few months or even years later a make a proposal again
23.
Contact them again and let them know that I have free special trial limited offer
24.
Continue to sell benefits
25.
continue to treat with respect the time just may not be right for their circumstances
26.
Continued contacts and continued eduction meetings
27.
Continuing to mail to them
Page 897

28.
Cross-marketing and joint ventures.
29.
Cross-referral deals with other consultants
30.
Currently there is none can you please help us?
31.
Do have one? Other than maybe recommend them to someone else and get a small
introduction fee.
32.
Doing JVs with other people. Ie: telling them about other
companies/people/products and sharing the profits
33.
Dont have a strategy for this and Id like to develop one.
34.
Dont have a strategy yet.
35.
Dont have one (37)
36.
Dont have one definitely need one
37.
Dont have one yet. Id like to be able to refer them to Jaybut I dont know what
Jays sweet spot is.
38.
Dont have one. Ad hoc. On the list of projects.
39.
Dont have one. I think I should contact a competitor and offer them the referral for a
fee.
40.
Dont have one. Our owners would probably not entertain a thought of selling our
leads.
41.
Dont know how yet
42.
Dont yet have this in place
43.
don't really have any and not sure if it is applicable to my situation...I do keep a list
and go back to it occasionally, and I have an a,b,c list
44.
Email campaign/ letter series(short lived)/newsletter
45.
Emailing them, asking how they enjoyed the competition, and offering an incentive
to give us a try
46.
First get them to become your advocate. Then they have no excuse not to use your
product
47.
follow up
48.
Follow up and persistence
49.
Follow up email / questionaire
50.
Follow up with letters and super special offers
51.
Follow-up and continue to stress advantages of our service. Continue to stresss our
leadership and expertise.
52.
Followup note
53.
Further contact
54.
Great question. We dont have a strategy currently.
55.
Have no way of knowing who they are.
56.
Have not had such a strategy.
57.
Have not set up this mechanism because the business strategy is not being
deployed yet.
58.
Havent implemented one yet but was thinking about client appreciation dinner.
Page 898

59.
Havent thought about this yet.
60.
HOW?
61.
I do follow up calls a few times after not having closed the sale.
62.
I do not have one. (16)
63.
I do try and make a Joint Venture Offer a method from which they can earn large
commissions as resellers or agents. This did work out quite successful in terms of
getting an agent to sell CDs.
64.
I don t understand the words reclaiming and windfall
65.
I dont currently have one, maybe a JV idea would be good to look into for a referral
fee.
66.
I get referrals and depending on the case, I try to get back at them in a better time.
67.
I go back and try again later. I figure the old right place at the right time has worked
before and it will work again.
68.
I have alliances with other consultants and business I use where I can refer my
clients and businesses who dont, didnt or wont get value from working with me
then I get a cut from that sale.
69.
I have no strategy and would not know how to set one up within my industry.
70.
I have not thought about that.
71.
I have over 20,000 preferred clients in my organization and most of them were not
sold or closed by me. However, contacting as many as possible with a monthly
email or card or letter has brought some of the clients back. The resulting purchase
will bring me profit. I also call some of them when I have the opportunity.
72.
I invite them to visit my website and read about the mortgage market regardless of
whether I was able to help them out.
73.
I keep in contact with them so when they have another project they will call us.
74.
I keep them in my contact pipeline so that I am the one they think of if their
circumstances change and the have a perceived need for any of my products or
services. I also look for joint venture partners that I can send them to in return for a
percentage of the sale or referral fee or referrals.
75.
I like what you said about telling your competition about them, and offering them to
your competition for a percentage of the sale or a flat fee.
76.
I look for JV partners who may have something they need or continue to offer them
things.
77.
I maintain on going contact.
78.
I need to create one.
79.
I plan to offer an educational service to the agents of prospects I dont close.
80.
I refer clients that cant afford me to 2 other lawyers that will pay me consulting fee!
81.
I refer them to my competitors sometimes
82.
I refer them to other agents I know for a 25% referral fee.
83.
I suggest another treatment that may be more in their interest or of more benefit to
them. I ask if they of anyone else that may benefit from a massage or body
treatment of some sort. I also ask if they have to purchase any birthday or special
occasion gifts. These treatments are very personal and solely for the recipients
pleasure. It is an excellent gift. Easy to purchase.
Page 899

84.
I use some order trapping tactics as pop-ups on the sales page of my website. I
also use upsells at the time of completing an order to further increase the value of
each sale.
85.
Im tinkering with a host-beneficiary relationship with related career building

services, suit and dress stores, business coaches, for speech, dress, and
organization enhancement.
86.
Im trying to use my newsletter for that but it hasnt been very profitable.
87.
If I dont close them because they ultimately dont pass our due diligence phase,
then I disassociate for reasons of reputation maintenance. If I dont close them for
timing issues, then they go into my follow up file(s). I dont close them because we
lost the contract to a competitor, I keep tabs on the relationship so that when the
relationship ends, I can go in to gain competitive information and hopefully bring
them on a client at that point.
88.
If they sign up for my newsletter, I will use that as a vehicle to build their trust by
providing relevant and interesting articles on investing in the newsletter.
89.
Information that they will have to wait for half a year, if they dont order immediately.
90.
91.
Keep going back to them.
92.
Keep supplying helpful information.
93.
Keep the in computer and contact them regularly.
94.
Keep the sales funnel full of prospective customers.
95.
Keep them in database to offer other products, services.
96.
Keeping in contact with the newsletter and previously mentioned autoresponder

messages.
97.
Keeping in contact.
98.
Keeping the door open asking for referrals when appropriate and continue to email
or fax relevant information to help their business.
99.
Later follow-up with special copy
100.
learning the customers favorite artist(s)
101.
Mailing a letter written by a respected church media expert inviting them to visit the
site and answer the question.
102.
maintain relationship
103.
Maintain them in the contact loop.
104.
Make them another offer, or refer them to someone who can help them where I get a
referral fee.
105.
Maybe put them on a campaign to receive monthly newsletters
106.
Missing out on this!
107.
Modest rather than windfall is more descriptive of our profits from cash vault clients.
Margins tend to be small for this necessary service. In any case, I have no strategy
for reclaiming profits from those I dont sell or close.
108.
My approach leads me to almost never missing a sales opportunity.
109.
N/A (20)
110.
Nil (9)
Page 900

111.
Nil but as mentioned above, Jay has driven home to me how much we are leaving
behind
112.
Nil at this stage!
113.
No response--we are a start-up business preparing to launch
114.
No strategy (7)
115.
No strategy. On occasions I will give information about them to a print broker that
we do business with.
116.
Non in place though I am aware of concept.
117.
None (203)
118.
none other then asking for referrals
119.
None (Not sure if it applies)
120.
None at present, but I am working on a way with one of our AMA members to
provide him with these leads to see if there is a way to reap some profits from these
leads.
121.
None except keep them on our contact list until they tell us to remove them.
122.
None except to try to follow up with other fringe products not part of the main
proposal or provide installation services etc.
123.
None right now, but I plan to eventually enter into a host-beneficiary relationship with
another firm (potentially a competitor) whereby I could endorse its product/service to
my prospect list.
124.
None- we say no first
125.
None, but we continue to try convert
126.
None, but we refer to others and sometimes receive referrals in return
127.
None, should be asking for referrals.
128.
NONE, sooner or later they will buy
129.
None. Im all ears
130.
None. it is rare we dont close.
131.
None. just look friendly to them
132.
None. Our product nature doesnt seem to fit with
133.
134.
Not applicable.
135.
Not driving one through pole distribution organizations. Short staffed sales teams
are busy running to next deal.
136.
Not really sure about this one. We dont really do anything with those lost prospects.
137.
Not sure this is applicable to our situation.
138.
Not sure what this means. What are windfall profits from unconverted sales? Where
is the profit there? My risks are small and I only risk what I can afford to lose. The
business has to pay for itself.
139.
Not the nature of my processalthough there are always experts I could carry in my
pocketaccountants, lawyers andbeautiful women. Promotional and
spokesmodels of course.
140.
Not very good
Page 901

141.
Nothing (8)
142.
Nothing yet, I'm not sure what you mean exactly by this.
143.
Offer less, deliver more
144.
Offer opt-in source for many new products they can benefit from
145.
Offer them the free newsletter or other affiliate programs.
146.
Once I get my joint venture, I will follow up on my new partners past customers or
lost prospects by showing them a benefit(s) that my new partner had never thought
of before. Hopefully, it will be a USP that will establish some form of pre-eminence
in their marketplace.
147.
Only recently did I get the insight from hear. Now they go on my email list for future
education/relationship building and for future sales of other products.
148.
Patience and acceptance of them for where they are in the present.
149.
Perhaps I dont understand the question? I dont get anything from prospects until I
close the deal and get some of their already spent money back.
150.
Perseverance on the next customer and follow up with the non-buyer to keep the
door open.
151.
Personal relationship continually nurtured
152.
Planning to offer products/services that people want that I am currently not offering.
153.
Potential future homes that my be more appropriate.
154.
Potential hosting of partner mailings
155.
Prayer. ---- 99% of the time they dont come back. It has been a very big mystery
to me.
156.
Presently none
157.
Probably non-existant
158.
Prospect mailing list.
159.
Re contact
160.
Recommend to alliances that may be able to close on issues they may deem more
important at the time.
161.
Recontact 90 days hence with different offers, etc
162.
Re-examine the question Why did I loose this account or why didnt close this
account. Then develop a strategy to win this account. Never, Never, Never Quit.
Objections are always a clue to tell you the customer is very interested in your
product or service.
163.
Refer them to some one else that may be able to do a better job sometimes I can
get a finder fee
164.
refer to other agents who can insurd their health
165.
Referral to affiliate product
166.
referrals
167.
Referrals.
168.
Renting my mailing list.
169.
Repeat letter.
170.
research them and hit from angle they will perceive beneficial to them
Page 902

171.
Review of their charts quarterly and calls from the office manager
172.
Right now I'm laughing at the question.
173.
Seek referrals
174.
Seek referrals from them. (Some people who aren't interested in massage at all for
themselves have referred to me many people who are!)
175.
Selling them other products or services.
176.
Send newsletter to them and offer special reports or tapes covering summary of the
actual services that qtr. In addition, it helps newletter membership grow and
advertisers like large numbers.
177.
Send them to competitors, with prior agreement to collect referral fee. Send them to
affiliates or subsidiaries selling products or services more appropriate to these lessthan-ideal customers. These enterprises have no apparent connection with our
company.
178.
Simply keeping in touch and further educating and informing.
179.
Simply offer them a referral commission if they will send other prospects our way.
180.
Sometimes able to find out about projects in other areas of the organization often
with an introduction to a new key individual.
181.
Sometimes we pass leads on to others.
182.
Stay in touch periodically with new information
183.
Stay in touch, call back in a few months
184.
Still trying to figure that out.
185.
Stop communication
186.
Suggest a lower price service, company that we own
187.
Supposed to be follow-up but it is not currently being done due to logistical problems
and poor implementation.
188.
Taking part in business clubs, forum in the same industrial field (online as well as
offline), sharing written papers in specialty manual, ...
189.
Tell me more
190.
Thanks them anyway and send cards to them at some season holidays
191.
Thats where the clubs come in
192.
They are included in all future mailings to trade show leads.
193.
They are placed in our prospects follow-up list so that we remain on their minds
when they decide to act.
194.
This is not an area to which I have devoted much attention. I do, however, to keep
them on my email distribution list so they continue to receive my weekly MustKnow InfoTM Bulletin.
195.
This number is so small that I think this doesnt apply.
196.
Today: I haven't got one but I know how to do it. Now I'm focusing on year long
follow up system.
197.
try to get referrals
198.
Try to refer them to other agents
199.
Under revue
Page 903

200.
usp
201.
We always keep going back, check in for changed circumstances, share new things
we are doing, etc.
202.
we are consultants and all Jay Ab suggestions in that area would be considered
unethical here in Europe; but we recommend other consultancies when we cannot
close, who in turn recommend us when they are in a similar situation
203.
We are going to exchange the list of them with our competitors
204.
We ask them to refer us to someone else (well, thats a tactic, not a strategy)
205.
We contact all people every six month with a personal letter asking if their situation
has changed.
206.
We contact them again several months later when a new product comes out. We
ask for references.
207.
We do not have a strategy for prospects we don't sell.
208.
We do not have one
209.
We do not have such strategy.
210.
We do Nothing. Again, I know we should but there are only so many hours in a day.
211.
We dont as of yet.
212.
We dont capitalize on this at all. We simply expect that eventually they will come to
us.
213.
We dont choose to go back to them any time soon, once we have exhausted the
alternate avenues for making a sale, if they have chosen an alternative provider. If
there is just a deferral of a decision, we look to establish a time for re-examining the
proposal afresh.
214.
We dont do anything except keeping their names in our marketing database.
215.
We dont have one (9)
216.
We dont have that strategy. Ahhhhhaaaaa.
217.
We dont really have such a strategy.
218.
We dont reclaim them.
219.
We don't know how to deal with this.
220.
We follow up with emails to prospects and non-renewers. Ad sales people revisit

prospects.
221.
We have a follow up sheet where we contact patients

request for info.
222.
We have a list of prospects that we did not successfully sell, we are attempting to
get better pricing, in order to retry selling the prospect.
223.
We have no strategy for this.
224.
We have none.
225.
We havent instigated one yet.
226.
We keep open in communication and ask for referals
227.
We maintain an open communication with them.
228.
We may rent those names out to other direct marketersor offer these prospects
products and services from other companies for a share of the profits.
within 2 weeks of their
Page 904

229.
We pass it to partners in other areas
230.
We put them in our e-newsletter list and try to win them over after proving that we
can help them to succeed.
231.
We sell food nearing its use by date in a shop for $1
232.
We send them to others, whom we get a commission off.
233.
We send them to our competitors and we get a percentage from every client they
win over.
234.
We share with others selling to our market (but not competitors).
235.
Well add them to our monthly newsletter. Notify them of new services.
236.
Weve been trying to work out deals with non-competitors (software development
houses specializing in Java, graphic designers, etc.) but so far they havent bitten at
any sort of compensation scheme.
237.
Whats a windfall profit?
238.
When my list is large enough I will do joint ventures with other writers.
239.
When we hit an ease, I say take the profit and run. There are times you will work
and work a sale, but it still wont come together despite all the time and energy you
have put into the sale.
240.
With our database, we must do a proper follow-up session and utilizing proper tool
such as our video.
Page 905
Question 50. Describe Five of Your Most Formidable

Competitors and Their Marketing Approaches.
Question 50. Describe five of your most formidable competitors and their
marketing approaches.
1.
#1 Exactly the same business, have opened 15 centers giving them a presence in
every geographic area we share Beyond our principal competitor, we face either
small, one center locations or the Colleges in our area
2.
#1.Large- volume driven- (under new mgt. and starting to be profit driven) #2.- 5
medium to small, relatively local, more brand and price focused versus a consultative
sales approach such as we execute.
3.
#1Big, is in the paper a lotsends out a lot of PR announcementshas a lot of

prestige clients. #2 Rapidly growing, takes some prestige clients from #1
including its largest. #3 Was big, had several large clientslosing some business, as
the owner is getting old, and they havent kept up with new technology. #4Has
high-tech clients, and is into them very deeply, charges high prices. #5Old, stable
company expanding into supplemental servicespart of a large buying consortium
keeps plugging away.
4.
(1) 50 year old General contractor personal sales and existing relationships
sponsorship of Tennis tournament job signs and involvement on Economic
development boards. (2) 15 year old General Contractor personal sales, existing
relationships and reputation (3) 30 year old Mechanical Contracting company
personal contacts (4) 35 year old mechanical contracting company personal
contacts, direct advertising in trade magazines, sales reps, support trade industry
events(5) 25 year old mechanical contracting company personal contacts of
owners, existing and past customer contacts direct personal sales
5.
(1) Safety Step = franchise operators (2) Johnson & Johnson = mass marketing of
chemical products (3) Rubber mats = retails stores/product salesmen (4) Safety
shoes = shoe stores/catalogs (5) Non-slip flooring = floor supply stores/contractor
installation
6.
(a) Accenture (formerly Arthur Andersen) and the Big Five consulting firms such as
McKinsey plus (b) other technology-oriented small consulting organizations in the
San Francisco Bay Area. The big firms typically focus largely on developing personal
relationships between their key people, and client decision-makers and decisioninfluencers. The smaller firms for the most part market as we do by seeking to
locate potential clients that have a current or future need for their specialized
services. (I singled out Arthur Andersen from the other Big Five firms because they
are encountered most frequently and are the most aggressive. They also tend to a
greater degree than the others to have a long history of close personal relationships
with their clients.)
7.
Substitute products for our services include all forms of media advertisements as
well as in-house brochures produced by the client. Approaches in marketing vary.
8.
Spider Project very well-Known project management consulting and software

development company. Very specialized marketing inside industry, mostly by
referrals. ITexpert-partnering with well-known business and professional web-sites
and big training centers, only in Moscow.Sovnet-professional association Europeanoriented conferences. PMI is actually partner traditional marketing-faxes, letters,
calls without strategy and innovation. IBM Learning Services-expensive trainings
because of strong brand, marketing through IBM partners and clients.
9.
1 in each market they have close relationships because they are physically located
in LA.
10.
1 is pharmaceutical companies-brainwash by flooding the air and print, 2 is other
Page 906

chiros-accept a patients insurance so they think they are getting a great deal when
they are only going to get relief care from it, they also under price to get the initial
contact and then provide substandard but sometimes acceptable treatment to the
patient, 3 other health care alternatives massage and reflexology-spend a lot of time
on a person to give them the feel of value. That is really it for competition.
11.
1- UCLA medical acupuncture for physicians course. They were first on industry 25
years ago in the US, they are well established and use massive repeated mailing as
marketing approach, plus word or mouth.2- AFCI (Acupuncture Foundation of
Canada Institute). Well established in Canada. They provide a certificate after only
partial training, that attracts many physiotherapist who afterwards are able to bill even
though they do not have the full training
12.
1) Anagram A manufacturer whose products we represent that now sell direct to our
customers, offering huge unmatchable discounts! (Bastards).2) Qualatex. As above,
but not quite as big a Bastard!3) Up Up & Away. Same as us, but they have a great
location and offer a Cash & Carry service.4) Although there are dozens of other
competitors, I dont class them as Formidable!
13.
1) full page ads2) mass mailing3 media exposer4) seminars5)trade shows
14.
1) Hotsprings proper marketing material 2) Coast Spas glitz on their products 3)

Sundance great line-up and options 4) Jaccuzi great brand recognition 5) MAAX
strong marketing support and distribution
15.
1) Lowes Home Improvement: Name recognition, customer financing, low price

strategy. 2) Home Depot: Same as Lowes. 3) Expo: Glossy magazine using low
price, glitzy displays. 4 & 5) Local Remodeling companies: Yellow Pages using the
usual platitudes of professional staff, etc.
16.
1) price2) price3) price4) price5) service
17.
1, cost free online games. 2. Offline Scientific Committee as grey emminence in

Background they nail the prospects to 12 month down payment for the offline
courses. Regular offline Newsletter + website .3.Greater Acceptance in the Learned
Community with Referral and Linking System in place4. Terrific online games
available also offline with very little marketing expertise. I will set up a Host-Benef.
Relationship with latter if possible and copy Nr.1 when ready.
18.
1. Batteries.com Affiliate Marketing, banner advertising, email list2.

Batterybarn.com search engine optimization, link exchange, free shipping offers3.
ThomasDistributing.com Price wars, search engine optimization, link exchange,
free items with purchase, returning customer incentives4. Batteryguys.com search
engine optimization5. Batteries Plus store front locations, radio and newspaper
advertising
19.
1. Childrens Hospitalgive for the children. 2. United WayYour one gift helps
people at 28 agencies. 3. University HospitalGive to the University Hospital as it is
better than all others. 4. West Virginia UniversityGive to support the no. 1 college
in WV. 5. Relay for Lifesupport cancer research.
20.
1. Concordia Publishing - they are the "official" publisher of the church body.2.
Augsburg Publishing - they are the "official" publisher of the church body.3.
Concordia Supply - Discounts4. Lutheran Supply - Discounts5. All That Matters Heavy Discounts
21.
1. Household name. Changed the face of mortgage lending and the banking industry.
Advertising on TV. 2. Brand Name. Advertises extensively in local papers. 3. Linked
to Real Estate Agents. In house services. 4. Brand Name. Linked to internet real
estate sites. 5. Banking institutions. Generally where mortgages used to come from.
Marketing is based on this is how it is always been done.
Page 907

22.
1.- Marketing firm that has advertising in many magazines2.- Advertising firm that has
also advertising in many magazines3.- Marketing firm that has advertising in
newspaper
23.
1. Orange sales force; 2. Vodafone distributor; 3.Optus distributor; 4. Orange

corporate sales team; 5. other Orange distributors.
24.
1. Raise costs of clients switching using punitive exit fees and lower prices to
ridiculous amounts that difference price gets attention of prospect.
25.
1. The drug companies. They advertise constantly in all the major media, spending
billions of dollars annually. 2. Other chiropractors. They generally don't market much,
rather they tend to rely on word of mouth. 3. Hospitals. They have recently begun to
include so called "health and wellness' programs into their marketing. 4. Physical
therapist. They are endeavoring to provide the same level of service that doctors do
by trying to get laws passed allowing visits to them without referral. 5. Massage
therapist. They are seeking to provide stress relieve, they tend to run small business
card size ads in small papers and rely on word of mouth.
26.
1. They maintain storefronts and large media campaigns. They also sell low grade
products with large market-ups generating more cash to maintain theyre advertising
campaigns.2. They form alliances with health clubs and then market under multiple
brands.3. They establish MLMs, sell through various channels using similar products
in same storefront under different brands with different price points.4. They maintain
an MLM, hold seminars, provide marketing meetings, individual seller websites, and
build on existing involvement of sales agents in community groups, playing heavily on
sickness and miraculous cures.5. They establish a highly focused web ad, direct
sales material, sampling, materials for a doctors office, material for sales
representative, scientific material. (They outdo everyone else in short order.)
27.
1.lower fees 2.Advertising 3.Location 4.marketing specific services 5.Night and

weekend availability
28.
1.Main national PTO solid, but slow and not too innovative - general brand
advertising in newspapers/magazines 2. Local franchise organization - heavy direct
mail campaigns 3 & 4 Similar organizations to ourselves - tend to be both similar to
us, relying on telecanvassing and face to face selling. 5. Very cheap reseller - using
direct mail, phone plus banner ads
29.
1.Works out of the largest retailer 2. Sells the cheapest product and calls it custom 3.
Door to door sales
30.
3M Dental- Sell by pricing/ Denstply- sell loading the customer method
31.
4 are using a Trial offer, small $, short time.
32.
555 soul, Diesel, Echo, Phat Farm, Adidas. A way of life can be had by new
clothes
33.
A long time awards and recognition company who position themselves as the low
priced producer. While they frequently price lower, their finished products do not look
as professional or appealing as my product. Most of the other competitors do not
have any kind of marketing approach. We have some online businesses and
franchises offering low cost products but that is all they offer.
34.
a) British Standards Institute - Trade press and mail shots;b) IBM Everything (They
purchased project management book rights when annual sales averaged 50,000 /
US$75,000);c) Top 20 Management Consultants Brand, Everything and old school
tie;d) e-learning UK Government organization Brand & budget;e) Profesional
Institutes IEEE/IEE/AMA etc.
35.
A. Fox Collision: Only a little over 1 yr old. 2 Locations now. Is supposedly supposed
Page 908

to start a location every 6 mo's to keep getting a Paint vendor cash influx. First
location is "The Show Shop" w/top notch everything. Takes an Insurance
friendly/bribery tactic to grease the wheel needed. Their approach is Direct Repair
Relationships in combination w/ radio/TV and a high exposure location. He's trying to
"do it right" as he has said. He sold out a few years ago in another market and got
back in after giving up his new position w/his old suitor/Consolidator. Now he's their
competition. Appears unscrupulous and has a huge turnover problem and a bad
reputation in the industry. B. Ford of Tulsa: They now have 1 bodyshop but have 6
Dealership Locations. They refer customers to their Big Bodyshop. Also, they pursue
Direct Repair Partnerships (DRP) w/Ins. Co's. C. Tulsa/Owasso, etc Collision
Centers: 3 locations now but I know are working on 2 more now. They're purchasing
small/medium size shops and trying to bring and/or strengthen their DRP
relationships. Not sure what their long term strategy is. He has been bringing in
partners and having them run at least some of the new stores (new stores I believe
are Stand alone Corp's).Does no radio, etc that I know of. Buys Insurance guys
shotguns instead. D. Hourglass Collision: 2 locations. Primary source for business
has been Dealer Referral from High line Dealerships. Some DRP's. Very little radio,
etc. Has high exposure locations. He targeted one of my main Dlrships and gets
some work there. E. The Boyd Group: Public Company out of Canada. Also the
Consolidator that bought Fox's old locations in Kansas. Has 60+ locations in US &
Canada. 2 in our area. Had been trying to buy up more locations locally but has been
unsuccessful. Their old mode was to grow 50% yr Company wide but I've heard they
might sell locations in our area. Focuses on Insurance DRP Relationships I don't
know future plans in this market.
36.
a.GNC massive advertising and more than 25 stores island-wide.b,Body Shop

well-placed island-wide, selling relatively inexpensive personal care products
(questionable quality). C.Numerous fitness center and spas, all tapping the affluent
yuppie market.
37.
AAR big dollars and sophisticated programs; FAT, small company headed by a
expatriate from Taiwan that established close personal relations with many of the
customers $$.
38.
AARP-magazine w/ assumed expertise, Calpers same, ltcp-same as me; prudentialhas a ready client base from other services
39.
About the only one I have seen is an advertising promo that looked like a new article.
But, even then, they sounded like all the rest.
40.
Action International. Cold calling, drop off business improvement pack of reports and
two marketing cassettes. Profitune. Telemarketing. Small business clinic. Business
seminars.
41.
Actually, we usually win the sale. If the client calls me, they have been referred. I
rarely lose a sale to a competitor. I actually cant remember an instance where I have
lost a sale I wanted. If people are really price sensitive on services, their long term
value to us is minimal.
42.
Advertising Agency: Advertisements PR Agency: Advertising DM Company (I

consider a joint venture) Direct Mail (Printed magazine)Online Course supplier (I
consider a joint venture) Advertising, Online marketing Business Consulting
Company. Advertising and personal selling.
43.
Advertising agency-Lindberg- making a spectacular design on their marketing that

customers recognize. All marketing agencies- competing in the golden egg
competition this is a way to achieve formidable recognition.
44.
Advocare: MLM/ Herbalife: MLM/ Seasilver: MLM/ Metabolife: Mass market

distribution; Atkins: radio/television/ mass market distribution
Page 909

45.
aerofund, commercial finance group, CIT they all generate most of their biz thru
referral networks that they have built up over years
46.
All approaches are the same just put the web site out there and wait.
47.
All are formidable only because of the resource advantage they presently enjoy.
48.
All are large firms and use more advertising than we do. All tend to spend more $ on
client relationships meals, etal
49.
All are the same, they drive their vans around and canvass for work
50.
All chocolate producers/ - everything
51.
All ebook marketers.
52.
All I see is home shows and papers and mailers, tv
53.
All my competitors a) market the same way, or b) sell at much higher prices, or c) sell
different stuff.
54.
All of our main competitors use traditional marketing approaches (advertising in

Yellow pages, etc.)
55.
All of our peers work pretty much the same way we do. Our growth figures are higher
than most of them we ARE the competition!
56.
All of the muse different tactics but generally they have exclusive customer lists, a
niche market and a follow up system.
57.
All off them extremely aggressive
58.
All seem to heavily use suburban and city advertising. Very expensive. Do not offer
the same quality of service- teachers either not currently practicing or not qualified
59.
All sell synthetic fertilizers, have many staff including agronomists, have many
depots, lots of money to provide for delayed payments, have govt. support
60.
All specialty gourmet suppliers. But our different cuisines should actually complement
each other (ie., give gourmet customers additional choices).
61.
All the large local and national mortgage lenders and brokerages
62.
All use approach similar to law or accounting firms. Stress trust, competence, caring
63.
Almost NO competition and their marketing is worse than mine.
64.
Amazon.com, everyone knows them. Reel Mowers Etc. no impressive strategy.
65.
American Building Maintenance, Associated Building Maintenance, Pacific West,

Service Master, Jani-King. They are all large national or regional companies that
market heavily on price and who they have as their major customers. They push their
size & expertise to convince prospective clients that unreasonable production rates
can be attained, justifying their low estimates of time required to perform the work.
They all use a lot of branding type advertising-4 color brochures & pictures showing
what they can do.
66.
AMTA, politics, ABMP, magazine and we really have no other.
67.
Anthony Robbins, Bob Proctor, Brian Tracy
68.
Any IT services and training school. Marketing: trade shows.
69.
Apple - Yellow Pages StorageMaxx- PR Campaign and Yellow Pages All Canadian
Yellow Pages and relationships with real estate cos & blding Supers All City Yellow Pages Public Storage- Branding and dealer network Uhaul- Branding and
dealer network
70.
Are most formidable competitors are the large well established mortgage banks . or
Page 910

large banks. They are as listed 1. Countrywide 2. Bank of America 3. Wells Fargo 4.
Washington Mutual 5. Indy Mac
71.
Armies of salesmen knocking on doors and telemarketing salesmen cold calling.
72.
As a brand new agent, I dont even know who my five most formidable competitors
are yet.
73.
As far as I know, I only see them advertised/listed via search engines.
74.
As noted, we are offering a new service in a unique space, and do not have any
direct competitors.
75.
As stated before. Im not aware of many competitors doing anything other than the
traditional.
76.
Assessments Gallup Size + Book + Research Training Achieve Global Dollars

to promote DEI More feet on street
77.
At this point there are none. Generally, we compete against the Big Monolithic Bank
who has limited products and poor customer service or against Mortgage Brokers
who are entrepreneurial however with limited financial capabilities. The other
Mortgage Bankers (like us) havent figured out their USPs so they compete on price
(or doing shady business practices).
78.
Bank of America, Wells Fargo, Bank One, Fleet Boston, HSBC (Hong Kong &
Shanghai Bank). Dont really know that their approach is much different. The first
three do have a larger footprint and they do seem willing to cut prices to buy business
in new territories where were established.
79.
Banks seminars, telemarketing, contests on their websites Other mutual fund

representatives seminars in which they bring in a financial guru on a subject.
80.
Banks, newspaper, radio ads
81.
banks; assante; cartier partners; . assante uses credibility marketing
82.
Basically theyre out in front of people more than I am. It simply comes down to that.
83.
Because of the Baby Boomer Generation and the millions of prospects looking for a
home based business, we really do not have competition. However, NuSkin
International, USANA, Amway, Life Force are some of the better ones that come to
mind. They have really excellent Web sites, quality materials, steller reputations and
systems that, if followed, are successful.
84.
Berlitz international franchise mainly play of long history and international name. They
sell business to business and large newspaper adsIngles individual. Combination of
home study and tutors for a convenient at your own pace system. They use periodic
marketing blitzes Quick learning promise of a quick result although not specifying in
how the result is measured - mainly telesales Ingles Sin Barreras home study
video course shopping center promotions Harmon Hall State a guaranteed result
although not articulated how they make good on the guarantee and how they
measure the result. Extensive newspaper and yellow apges advertising
85.
Best one is Fechin Inn who spends huge on PR and enjoys highest occupancy and
rate in town.
86.
Big agencies, with heavy hitting suits Account Reps
87.
Big box stores such as Michaels, Hobby Lobby & Garden Ridge market price by
always running 50% off coupons in the Sunday paper when in fact there price isn't
much different than mine, however the public doesn't realize it. My other competitor
that is the closest is award -winning and has been in the community for at least twice
as long as I. His marketing seems to be award-winning designs and largest moulding
selection in the area. Currently his name is fairly close to being top of mind, even
Page 911

though he is the most expensive and actually fairly pushy and rude to his clients.
88.
Big Four accounting firms, IBM, Accenture, CSI, hardware vendors, Microsoft. All
offer consulting. Some associate the consulting with hardware/software sales. Some
associate the consulting with accounting services (less and less these days). All
push the brand and their size.
89.
Big integrators, their marketing approaches is to hurl truckloads of money at the

prospects (not bribing, just in terms of sheer magnitude of effort)
90.
Bigger organizations can make themselves better known through advertising.
91.
BIOLIFE DATABASE AND WRITE UPS/ VITA PROMOTERS/ KORDEL

PROMOTERS/ AMWAY MLM
92.
Burke Williams Have many locations, well known name, very lavish, reputation for
high dollar pampering, first class treatment. Have heard their ads on the radio on
occasion. Mostly by word of mouth. Glen Ivy Reputation for exquisite treatments,
pampering and beach location. Word of mouth. John Of Italy Westlake location,
cater to people with more disposable income and pampering mindset. Lavish setting,
exquisite treatments. Has good reputation. Word of mouth. Bella Image Located in
Agoura Hills, higher income population, lavish setting, very pampering, exquisite
treatments. Word of mouth. Pure Indulgence Lavish setting. Located in a brand new
shopping center with loads of traffic. I think walk in traffic due to location is their
greatest draw. Good name and beautiful sign in front. The sign says pampering all
over it.
93.
Buyu Books- Webpage low prices, rare books others cant get Budomart Webpage
and occasional e-newsletter
94.
Calvert: space ads, users at home school conventions, online; BJU Press: space ads,
professional salespeople at home school conventions, online; A Beka: same as BJU;
. . . then it trickles off rapidly. Most use space ads, online presence, and some kind of
salespeople at home school conventions. . . .
95.
Cant name a single competitor by name mostly large Management Consulting

firms I assume.
96.
Cant say that I know their marketing approaches, other than email marketing, cold
calling.
97.
Cant. we are a niche unto ourselves practically. not sure what others are doing to
market.
98.
Capita, Jeff Austin Associates, Mindfields, Internal Providers, Hacas Capita Large
organization, comprehensive range of courses, well networked, can handle large
projects over a long period of time, primarily consultancy business. Jeff Austin, as
above Mindfields Niche clinical skills, Certificated products, Appeal to a specific
type of audience Internal consultants favored by internal management, have up to
date information, have insider information Hacas The first agency in the area, well
networked, keep ahead of all development, in fact create the development needs,
plus all the above areas mentioned for 4 organizations.
99.
CBM Training shotgun mailing of companies in the yellow pages Peregrine

Training - shotgun mailing of companies in the yellow pages Executive Education
Africa referrals from their holding company, Damelin Management School Mel
Brooks referrals from Wits Business School (his employer)John Ford referrals
from Wits Business School (his employer)
100.
Cenovis Nutriplan high volume TV advertising for pull campaign Fast Burner TV
infomercial Body Enhancer radio direct response
101.
Century 21, Coldwell Banker, Re/Max, Era, Prudential.
Similar but they spend

Page 912

more on newspaper ads, do more direct mail.
102.
CharacterCounts.com - Market to large companies and to the Government.

IdealFisher.com
-Offer
Free
2
hour
Brainstorming
session
PersonalStrengthspublishing.com -- Some people like seminar stetting and plenty of
information. Efficientworkskills.com -- They market strictly to business.
103.
Cheaper faster delivery
104.
Cheaper products/solutions, a lot of money to spend on ads, hold many free products
seminars, have political connections, willing to give commission up front.
105.
Cimbar is price. Huber is price and location. Imerys is name recognition, broad
product line, price. Mountain Minerals (Canada) is advantage of Canadian dollar.
106.
Coach House targeting more corporate training and personal coaching (not really a
competitor) Business Thinking Systems very low profile company and they are
short handed. Marketing systems are inferior to ours and they rely mainly on
referrals and networking.
107.
COMPANY ONE:$20MM+24/7 consolidated organization holds training sessions on

site for clients and students; participates in local and regional trade shows; receives
filler work from other companies in the organization around the country who are
overloaded; maintains a fully furnished apartment on site for clients from out-of-town
or local clients who need to be on site over 24 hours participating in press approvals;
and offers free office space to independent contract printing brokers. COMPANY
TWO: $15MM+24/7 consolidated organization also fills capacity with overload
projects from outside of our region; produces a considerable amount of work for
cultural and non-profit organizations AFTER contributing to their annual development
drives; entertains heavily including golf at Oakmont Country Club which has national
acclaim. COMPANY THREE: $15MM+24/7 added a considerable amount of large
new modern equipment 3 years ago and re-tooled their plant to produce extremely
efficiently. They feature this capability in all of their market communications; they
bypass large print purchasing advertising agencies and, instead, call directly on the
agency clients. COMPANY FOUR: $8MM one shift organization receives 80% of
their sales from printing brokers; has one excellent lead press operator; and prices
very low enabling the print brokers to add their mark-ups. COMPANY FIVE: $8MM
one shift organization invested considerably 8 to 10 years ago in local publications
positioning themselves as an excellent quality print company and still has this
position in the local market even though we and the other competitors mentioned
produce the same quality.
108.
Competitor 1 Corporate Marketing; Competitor 2 Guerrila Marketing; Competitor 3

Marketing product pecs
109.
Competitors are being identified as I develop the strategy. Work in progresss
110.
Competitors are plentiful
111.
Computer based tutoring Firms using Uni students who are unqualified teachers
Once a year visitors who come in with a special offer and then are gone until the
next year.
112.
CTI of Georgia- home shows magazine ads, Envirodeck- web site newspaper
flyers, Creative Concrete Solutions web site out of business, Atlanta Stamped
Concrete web site, pay off achitects
113.
Dale Calvert, David LeDoux, Tom Big Al Shreiter, Frank Garon, Joe Shroeder. They
all have credibility and give away tips and training for FREE, have extensive market
penetration, with huge opt-in lists.
114.
Dealer Impact First Mover AdvantageI Publisher Inc. First Mover Advantage,
Page 913

heavy advertising
115.
DEPARTMENT STORES - large ads, frequent "Sales" that are really same as our
normal price MALL LUGGAGE SHOP - mall traffic, hard sell, no prices shown so they
can quote prices they believe will capture customer, and give room for 'deals'
OUTLET STORES - mainly the outlet image MASS MERCHANDISERS - be it
Costco, WalMart, Target, Sav-On Drugs, etc., they all stock some luggage, billfolds,
briefcases
116.
Difficult to assess
117.
Direct Mail, Trade Shows, Seminars, Referrals & Telemarketing
118.
Disney, carnival cruise lines , Sony , lexus,
119.
Dont have 5. The closest three use project based billing and they tend to focus on
one or two aspects of the business as opposed to taking the full service approach. All
of my competition takes on a mediator role in terms of introducing senior
management individuals on the client side to centers of influence in the professional
investment community. We are the only company that continues to help manage
those relationships over time, which can only be done through a monthly retainer type
billing system. Its a big value ad.
120.
Dont have a real handle on my competition.
121.
Dont have formidable competitors.
122.
Dont know (4)
123.
Dont know 5 local competitors who are not law firms IP Law firms promote quality,
size, name, time in business
124.
Dont know the marketing approach of competitors.
125.
Dont know them that well.
126.
Dont know. Hmm. Perhaps yet another reason Im not doing so well at this time,
eh?
127.
Dont really know my competition as well as I ought to.
128.
Don't know who they are or what they are doing.

Some schools out there may be
getting students whose tuitions are being paid by the U.S. Government. Maybe I
need to take a look into that!
129.
Dr Fred Gross --- internet marketing, havent seen other marketing approaches as
yet. Same for the others, except for Brian Tracey - heavy radio advertising.
130.
Dynamic Air, worldwide sales. Cyclonaire operate across a wide spectrum of

industries; Vulcan Engineering multiple industries; FATA large Italian company
with worldwide and multiple industries activities.
131.
Each competes on price alone not value
132.
EBC- internet marketing, pre-packaged programs that people work through

themselves.
133.
Eclipse Business Expertise Profit 21 Price Cutting Navision Lack of Client

InvestigationMAS 500 PriceTecSys Product
134.
ELI, Level 3, RIO, Qwest, Uunet, PAC West and resellers Dial-up USA and Ikano
135.
Email newsletters, who use opt-in strategy and offer a qualitative product that people
can actually use.
136.
ERM lots of mailings, NTH lost of old clients, Clayton lots of old client and lost of
mailings, ECT staff with background working for state, DDA low cost
Page 914

137.
Ernst & Young, Deloitte & Touche, KPMG, Pricewaterhouse Coopers they have
name recognition, Im not sure of their particular strategies.
138.
Every other marketing consultant.
139.
Examples: Boston Consulting, IBM, Maynard; They have the brand name
identification advantage
140.
Existing mortgage lenders: continual communication with their client. Unrestricted

telesales opportunities (cannot cold-call in UK anymore)HIGH STREET LENDERS:
prospect can often walk in off the street and get limited advise. Combined with media
adverts means Brand Awareness as well. INTERNET: those so inclined can search
out a mortgage lender from their home 24/7OTHER PROFESSIONALS: can crosssell to existing clients. Use the goodwill they have already built up with the client
141.
Expedia 24/7 Availability, Price Travelocity 24/7 Availability, Price Orbitz 24/7
Availability, Price VacationsToGo Price, Easy online comparison, Basic port
information, Good Ship Information UniGlobe 24/7 Availability, Price, Online Air
Pricing, Online chat.
142.
Fat burner market on TV with saturation advertising as so weight watchers. Fat

burner is available in local shops and supermarkets.
143.
Fibercote up front investment, Others are large multi faceted companies.
144.
Five large multinational companies operating worldwide with plenty of massive

advertising. Big Big Big.
145.
Flow Tech- classic face to face sales & golfing Staples- offer everything. Almost one
stop sopping & low cost.
146.
Framesi, LOreal, Wella (national advertising and distributor sales)
147.
Franklin Covey. Seminars, Brochures. Character Counts, referrals and Govt

contracts.
148.
Freeman Decorating-They have such a huge company-they are dominating ever

market around here. They take no prisoners.
149.
From what I can tell they operate at a senior face-to-face level to sell their services
directly
150.
Gallant 2000 Set up a networking group Business Link Government supported body
that provides _subsidized consultancy The most formidable thing is educating
potential clients about coaching
151.
generally lower prices and more marketing $s
152.
Giving of information, Selling of well written information, have a lot of statistics and
background.
153.
Golden Tiger Martial Arts Supply price elasticity. Century Martial Arts Supply
Presence of Mind. Asian World of Martial Arts sheer volume of product and catalog
presence everywhere. Tiger Claw Martial Arts Supply Presence of Mind. Wing Lam
Enterprises aggressive catalog presence and growth.
154.
Government: biz info: free marketing services to those that have just started up in
business Accountants: they market directly to their own clients, and also do seminars
and advertising Internet: they offer free newsletters, free programmes Small
companies: they network too and meet people just as I do
155.
Great websites, constant contact, out there being seen.
156.
Guidance my former employer. They write terrible proposals but tend to win bids
by the see what sticks approach. They have money in the bank from an equity
infusion several years back, so they dont have a compelling reason to operate more
Page 915

resourcefully. Interknowlogy they are known for being a collection of mostly authors
without deep experience with business. Theyve gotten into some trouble with
Microsoft for falling down on some projects MS has brought them in on. Skematix
they are another small developer who happen to be bigger than us. They have close
host/beneficiary relationships with a recruiter in the South Bay and do a lot of
speaking, events, etc. Genex they serve the major corporate account space,
probably by spending a lot of resources courting the entertainment, finance, and
other large vertical industries.
157.
H & R Block.
158.
Hard sell, cold approaches, huge salesman incentives and bent contracts Referral
from peer to peer, occasional cold sell, Play golf, Guarantees, capped fees Some
VERY BIG NAMES work on Brand awareness
159.
Have described answers in several questions above. Dont have direct competitors
but net and other ways of using time is our biggest competitor.
160.
Have not identified them.
161.
Have primarily one formidable competitor and they are a marketing machine. Nonstop marketing to customers, monthly emails. Great positioning, on-going training
programs and positioning them appropriately. Strong channel partner program. Like
to always win as the low priced alternative. Competitor can give away their product
which competes against ours because they see it as a loss-leader to upsell are larger
software suite of tools.
162.
Havent met any local competitors
163.
Havent studied
164.
healthfood stores products are on the shelf and often advertised in magazines, etc.
conventional health professionals - the traditional approach is still in. alternative
health professionals - they usually visit people one to one at an office and prescribe
nutraceuticals for diseases nationally known natural healthcare gurus such as Dr.
Andrew Weil website, TV appearances, and $50,000.00 Alternative Health Care
Fellowship program for physicians direct sales companies market dietary
supplements and other healthcare products by word of mouth
165.
High end direct selling, wining and dining the competition,. They build better industry
alliance for implied endorsements. They are integrated into their partners systems
better then we are.
166.
Highly aggressive but, by my standards, unethical. They "shop" bids, "use" people,
sometimes appropriate the work of others. Fortunately, I do not want to work with
potential clients who share bid information with favorite suppliers so that they can
match the bid. We would never get to the same page.
167.
Home Gain, Lending Tree TV and internet presence
168.
I answered that one already before: only 3 competitors left and they hardly do any
marketing since they are know. They have an ad in the yellow pages, an open door
every two months and for them that's enough.
169.
I believe they are doing the same type of things as I am on the internet.
170.
I can name them, but not their marketing approaches. Guess I need to get busy ,
huh?
171.
I can only think of a couple at this time. Agora Publishing. They have a number of
email lists that they use to market many of their similar products. They have free
daily emails that offer insightful commentary on many aspects of investing, business
issues, political issues. These emails also have advertising for Agora products.
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Sometimes I will receive an email that is simply advertising but it is not so often to
become annoying. Lombardi Publishing. Fairly similar strategy to Agora. Others
seem to have more advertising than informational content.
172.
I don' know, I don't have many competitors
173.
I don t think I have competitors.
174.
I dont have formidable competitors, other companies that do not compete directly
with me have sales people that bond extraordinarily with buyers.
175.
I dont actually know them by specific co, they all have distribution, larger marketing
budgets and direct mail tie-ins as well as strategic alliances (like Deepak Chopra
hooking up with Nightingale connant and marketing tho their list).
176.
I dont know of any competition except internal engineering departments
177.
I dont know the competitors- the big well known consulting firms may not be my real
competitors.
178.
I dont know them
179.
I dont know.
180.
I dont monitor my competition
181.
I dont pay much attention to competitors because they market the world and only
deliver to a small fraction of them.
182.
I dont really have anyone else doing quite what I do in my market area.
183.
I dont see any competition which makes it a wide open market.The only other person
who has been mentioned seems to get his business by referrals by accountants.
184.
I had a virtual lock on my market by being first. We had great quality, good service.
Competitors never lasted.
185.
I have a couple of copycats. They are using what I used to use several years ago.
They are cleaning rings for free and they are also cleaning eyeglasses.
186.
I have no competitors.
187.
I have no overview in this moment
188.
I have no real competition in my area other than time.I am basically a one man
show with limited support and people at first want to meet with me only so it is hard to
bring in others.
189.
I have none but myself
190.
I have not assessed this
191.
I have not studied any of my competitors
192.
I have one true competitor in town and he has a big store with many employees, has
many of the top brand names in the industry and is a very competent jeweler.
193.
I havent really pinpointed any yet although I know of many.
194.
I havent really seen much as far as marketing from any of my competitors except
one sells carpet cheaply, then only guarantees it is they are doing the cleaning.
Some of them do have the momentum of a longer time in business, size, and some
personal relationships theyve built.
195.
I only have one, they appear to use mostly space adds in industry specific
magazines.
196.
I only know of two firms Im not sure how they market. One has a web site.
197.
I only know the approaches of the brokerage firms, not the tactics of each individual
Page 917

salesperson. Since my most formidable competitors are mammoth in marketshare
compared to me, much of their marketing dollar is spent on image advertising in print
and TV advertising.
198.
I really dont have many identifiable competitors. The only one here in Australia is
Brad Sugars. He runs seminars teaching marketing and entrepreneurial skills. From
these cheap seminars, he advertises his $9,000 entrepreneurs training seminars and
his $1000 a month coaching opportunity with his franchise coaches. He has an
amazing business and strategy. He mentioned YOU... thats how I found out about
you jay!
199.
I really dont see any direct competitors that have any significant market share.
200.
I really don't have any formidable competitors. (See also Question 43, which contains
more information, and which this question seems redundant to.)
201.
I wont name the competitors, but their approaches include web-hosting, direct mail,
large companies on their client list.
202.
I. T. Equipment:1. Package with complete system at apparently reduced prices2.

Package with brand-new, hot peripheral equipment3. Attractive interactive
showrooms4. Sell at dealers prices to consumers5. Sell casings to manufacturers,
not just consumers Accounting and ERP software: Upgrade offers to target markets
Full Windows versions of software at upgrade prices Ability to sell modules, not whole
systems Package with reduced price hardware upgrades Package with almost-free
services (vital for first timers)
203.
IBM and they use television and high end magazines and trade journals.
204.
I'm ashamed to say I don't know.
205.
In many ways my competition is stuff like, braces for the kids, a holiday, car repair,
payments for mother in the old folks home you name it.
206.
In MLM there is a person who do have an enormous downline I am in this downline

as well- They are allowed to and can sponsor large meetings of distributors and
prospects. Currently I am not able to sponsor such meetings. They do have a LIST
and they do build this LIST by providing symbiotic services. I do realize that I cannot
compete. Selling info products I do have competitors who are very successful. Maybe
I am in the wrong Niche wrt marketing information products on the Internet. The
competitors do have large LISTS and do use cross promotions. Well I did learn a lot
from them. The number of people (those who do become well known) who actually
do progress to selling Info Products are limited. I have identified some cluster groups
on the Internet. Offline wrt Info products I do not have much competition. I do
experience the problem that the ebook products are a bit alien to many people.
Some/many people do not like reading on a video monitor. Some/many people just
do not read Most are coach potatoes watching kids play watching TV. With
respect to nutritional products I have to compete against a pharmacy in a high traffic
shopping center. They do provide alternative products. I am not allowed to sell from a
shop. It must be done person to person.
207.
In my area only 2 major competitors. they use yellow pages, newspaper advertising,
and value pak
208.
In my direct business there are 3 businesses that I traditionally compete against. One
is very internet focused and has a complete strategy for her net biz; another has
same day service and boasts a 95% placement rate (where she got stats Ill never
know as she has told me she never follows up!); and finally the third has been in
the industry longer than dirt and is very active in professional orgs.
209.
Individual software freelancers/contractors tend to use agencies
Page 918

210.
Internet Marketing Center (Corey Rudl) - He dominates the Internet marketing scene
because of great copy, exceptional branding and good products.- ScamFreeZone
(Neil Shearing) - Great job of getting people comfortable with his web site - visitors
feel, "This guy is honest and won't steer me wrong".- Associate Programs (Allan
Gardane) - Been on the Internet since 1998. Really does his homework about
associate programs (affiliate programs) and it shows in his great copy and
newsletters. Again, someone that is honest. He tells you that some of the programs
he represents may not be for everybody and why.-Business Lyceum (Jim Straw) - An
"old timer" in direct marketing with an Internet presence. I love his "jus' bein myself"
approach. It works well for him. He has years and years of offline experience in direct
marketing which translates *very* well to the online world. - The Gary Halbert Letter
(Gary C. Halbert) - Talk about gruff! This guys not for everyone but if his language
and gruffness don't turn you off he's one of the best. I go online to learn from his
letters. I've never been to one of his marketing seminars but I hear they are top
notch. I like his straighforward approach. Again, someone who has been around
forever.
211.
Internet-email, advertising,/franchises-advertising/cpas-percieved expertise/other

consultants-advertising
212.
It would be the 5 largest institutions Merrill Lynch, Bank of America, Goldman

Sachs, LaSalle Bank, and Smith Barney. They use their huge size and history as
testimonials.
213.
Jenny Moseley Associates very well established name in specialty of Circle Time
which is a good process through which to deliver our specialty of emotional literacy.
She markets aggressively using similar methods to our own and has had longer in
the field than we have. She also has better resources and can fulfill larger contracts
with her associates more easily than we can. We need to use the same strategy
smarter or pull in something out of the ordinary to overtake her given her head start.
Lucky Duck a publisher/training consultancy with an overlapping interest sphere
who are now adding emotional literacy to their offering. They market through their
very large and very loyal database. They have been in the business for the longest
time and are extremely well established. I have tried to establish an alliance with
them which is fairly successful, though could be more so if I had time to grow it.
Centre for Child mental health a new competitor and a very directly competing
product. Have got resources behind them to put glossy mail shots together and their
look is good. Also moving forward through alliances too.Now having our look refined
and going more up market in our printing. paper stock. Though still think we need a
smarter use of the strategy to out gun them. Other competitors are the very large
consultancies or inhouse trainers in LEAs. The large consultancies have very high,
influential networks and do a lot of advertising. Am working on developing higher
level influencers as my network/allies. LEA (education authorities) do not need to
have marketing strategies as the business comes to them as the local provider.
214.
Jim Daniels of www.bizweb2000.com, Corey Rudl of www.marketingtips.com,

Dr.Ralph Wilson of www.wilsonweb.com, Jason Potash of www.ezineannouncer.com
and Paul Myers of www.talkbiz.com Their marketing approaches are a mix of tactics,
but no discernible strategy behind them.
215.
JP Morgan- use their brand name, Charles Schwab- personal attention, Scot tradelow cost producer, E*trade-Young computer savvy clients
216.
LA Weightloss TV advertising with testimonials Heart surgeons- referrals from

general practice physicians and then they use scare tactics to get patient to commit
to surgery.
217.
Large cosmetic companies. They market in large dept stores.
Page 919

218.
Large vendors and bottlers can offer large expensive machines with large cash back
offers that make little economic sense unless you are willing to work with no profit
219.
length of time in market
220.
Lillian Too, claims that she is the most famous feng shui consultant in the world.
221.
Local CPA firms, but not sure of their marketing program.
222.
Local firms are only competitors. Their advantages are (1) they know the business
owners, and (2) their price is always lower (than mine)
223.
Low price; large selections; convenience of ready on spot delivery
224.
Massive printed ads, billboards.
225.
Mclaughlin Anderson Villa Rentals, St. Barth Properties, Carimo realty, Wimco.com
226.
Membership associations (direct mailing to their members), Private competitors,

direct mailing to their own lists and host beneficiary relationships.
227.
Metagenics, Lifespan, NRG, Bioconcepts, MD Nutritionals Carry a larger range of

allied products Conduct seminars
228.
Microsoft overwhelm with resource, persuaded the market that Windows is the
way IBM overwhelm with resources JD Edwards, SAP, and Oracle We are big,
we have been around for over 20 years, we have over 7,000 customers, and we have
outstanding technology
229.
Microsoft: rule the world: if you cant beat them, buy them or crush them; leverage
monopoly. Endeca: goes for high-end market; we go for volume market; on every
desktop.
230.
Mocoat Yellow Pages, Industry Directory, Trade Shows and word of mouth, field
visits. Busters Yellow Pages and word of mouth. Polypropelen Shelters Price
undercutting, field visits. We really only have three competitors.
231.
ModuSpec good old boy, press the flesh marketing, have in recent years been
more effective in identifying large jobs, particularly with drilling contractors. They do
some advertising. HOSE same, limited ads in industry publications, other marketing
unknown C-Mar same as HOSE; OAS same as HOSEVeritas top in internet
searches, other unknown. We believe our company and ModuSpec together deliver
80% plus of all rig survey business.
232.
monthly newsletters to each subdivision
233.
More or less they are using the same approaches
234.
Mortgage House Australia Spend big money on advertisers, their sales people dont
last Preferred Finance broker Provide access to mortgage companies deal with
multitudes of brokers Agreatotors Wizard Franchise own by Australia Richest Man
Kerry Packer Lots of sponsorship and advertising Investment Planning Aust Use
Telephone call centres to make appointments AGF use ex banking people for leads
235.
Mortgage One Paramount Blanket advertisement, great relationships with most

productive realtors
236.
Most competitors are large companies and have large marketing budgets and sue
dealers etc with multiple products. We have a single product and focus on quality and
status wit style.
237.
Most every awards dealer in the country sticks to their area for growth. We grow by
the domino effect by going after chain stores. Easier to get another store of chain
you already have than to get new client started.
238.
Most formidable competitors: the thousands of beautiful full color books on the
Page 920

market on decorating, one designer that published similar book and has been on
Oprah and HGTV, all the decorating magazines, all the decorating web sites, all the
interior designers and decorators, all the design schools and seminars. I dont have
specifics.
239.
Most of my competitors do not do much external marketing except for one who does
some special events, charity and sponsorships. Most do very little internal marketing
as well.
240.
Most of our competition is based on price, some chain operations also use a lifetime
warranty on parts.
241.
Most of our competitors use price as a selling point I wont do it, and will explain to
the clients WHY they use price as their motivation
242.
Most of our most formidable competitors have been in business for many years and
have well established name recognition.
243.
Most of them do live seminars, and they do a one half day seminars to promote it.
Another advertises in the trade magazines, his ads are a long Dan Kennedy sales
letter, driving them to a hotline, and then a special report and a web site.
244.
Most of them do not use long-form sales letters, and few, if any of them, make risk
reversal an integral part of their sales offer. They market through press releases,
banner advertising, being quoted in trade articles, and direct marketing to an e-mail
or postage database.
245.
Most organizations use same marketing tactics, some advertise but this has never
proved to be cost effective now looking at e-zine.
246.
most similar to ours, except Ken Fisher, a money manager in San Francisco with $12
billion under management (we have only $250 million.) He has 100 salesmen in the
states including one in Ohio. He also works with Schwabs referral program in Ohio.
When they get a lead, they send a gimmicky package to the suspect, with perhaps a
flashlight to help them search out a good investment manager. The sales person then
follows up on the phone to close or arrange a visit.
247.
Mostly one person shops who do not have the office overhead we have and can sell
cheaper
248.
My largest competitor offers the security of being a bank vs my being a broker, the
second largest pretends to offer more choices with the offers from up to 4 lenders
approach, my third largest competitor simply out advertises me since they are 50
times larger than my company
249.
My most formidable competitors are large institutions that provide a comprehensive

package of several services usually for a fee
250.
My primary competitors are the standard financial services firms and I am not sure of
their marketing strategy.
251.
Net Effects networking; 3k Design networking and contacts
252.
Never studied them big financial companies
253.
Newspaper cost based, TV costs, Radio costs, Apathy, Unfocused clients
254.
Newspaper advertising with promises of newer techniques which have actually been
around for 30 years.
255.
Newspapers, Val-Pak
256.
NextGen, Medic, and A4 Health Systems - have money, can advertise in magazines,
have many sales people. Management Plus has a few salespeople and more money
than we do to go after clients. XXX has our old company and they try to convert our
Page 921

old clients to their new (lousy) software
257.
Nikken group meetings transfer factor plus great advertising wellness network they
have a very credible anti-aging test to prove their product works. It internet
campaigning melalueca in home presentations.
258.
No competitors in combined services. Single service providers are to a large extent

possible joint venture sub-contractors we try and work with top class service
providers in every business service field. Also see answer to question 43.
259.
No competitors in combined services. Single service providers are to a large extent

possible joint venture sub-contractors we try and work with top class service
providers in every business service field. Also see answer to question 43.
260.
No direct competition. The greatest barrier to purchase is ignorance of the service

(What is it?) and ignorance of the need and benefits.
261.
No direct competitors. Im competing against the notion of my clients doing the job
themselves.
262.
No formidable competitors yet.
263.
No formidable competitors exist for this program in this form.
264.
No major competitors
265.
No true competitors in our market segment yet.
266.
None are formidable, all sit and wait for customers, others put up 1 or 2 banners.
267.
None are that formidable. Just big and sluggish.
268.
None at this stage
269.
None of them are quite in that category.
270.
Nonenot a niche, individually, that pays. Plus small marketplaces. Jays too far
away and too costly.
271.
not clear as to who my competitors are because I'm haven't focused on a niche
market yet
272.
Not identified
273.
Not really an issue because of my approach of obtaining referrals.
274.
Not really any direct competitors in the repair side. There are 5 retailers that I have a
working relationship with. They all use me for repairs and I refer clients to them for
furniture sales if it is a product I cant by directly. Otherwise I answered this with
question 43.
275.
Not sure of this but some of our competitors could be Crate & Barrel, Domain
furnishings, The Bombay Company, Pottery Barn and probably the high end furniture
stores. Not sure what tactics they use as usually they have catalogue advertising
seasonally. They would only have similar type of products in one corner of their
stores, as they sell all kinds of stuff. Our store would be entirely devoted to only this
merchandise mix-hence we would be able to display our full range and expertise and
provide a better value.
276.
Not sure who my competitors are
277.
Number 1 buys run down houses, rehabs them, and then sells them to the tune of
about 100 properties a year. He typically sells to investors with a renter already in
the house. Making the offer even more attractive. He sets up loans for some
occupants. He has contemplated giving away a free car with each house as an
enticement. He also uses flyers. He claims to sell at 70% of market value but the
appraised values are at times over estimated. I dont want to compete on the rehab.
Page 922

because I dont have the experience or more importantly the time or desire to rehab.
100 properties per year. Most of the others in the area are not this sophisticated and
dont do this amount of properties although one also rehabs houses and then does a
nice job of rehabing the interiors with designer materials, they then lease option the
property. There are others in the area but I dont know enough about them yet to
comment.
278.
office depot, boise, staples, cannon 4, corporate express. They mostly claim to sell
for less. They cut vendors and do all of it their self.
279.
On the title side the top 5 buy the business using various methods. Also on the title
company side we loose business to affiliated joint venture entities that realtors and
lenders have an interest in. On the mortgage side especially in a rate and term
refinance market it is the lender who has the lower rate in many cases. Also on the
lending side people get lied to about the interest rates and or the lenders fees.
280.
One has search engines high ratings
281.
One is John Agno, a coach/consultant who offers about the same services I do he
has an outstanding website and ezine. Hes gotten appointed to a visible spot in the
International Coach Federation. Im still too new in the coaching market to know very
many of my competitors.
282.
One tries to outspend everyone else with a TV campaign; traditional Real Estate
offices fill their offices with as many bodies as possible in hopes that they can get a
few of their family or friends to buy or sell before they exit the business (high dropout
rate for new agents).
283.
Only ad agencies or traditional advertising avenues.
284.
Only approach Im aware of is yellow page advertising or price of sessions based on

persons income.
285.
Only have one, Air Miles and they advertise heavily.
286.
Only one direct competitor they are inactive once a year report. Cato much
larger direct mail and website. LP membership recruit others. LF Books
Monthly catalog. LI email newsletter and conventions.
287.
Only one in the area besides us -- trade shows and seminars is how they get their
leads.
288.
Only other accountants who say they can do the work and yet they cant
289.
Only Sabona is our competition and they're in a completely different market.
290.
Only three competitors, they are not well focused.
291.
Optionetics- advertise in national press, mailshots, have good systemized

presentation with use of hypnosis and NLP, alliancesHazel Hassan ex agent who
used to promote us, similar strategies
292.
OPUS Marketing state to the art technical investments AIMS International 20

years experience MARITZ Global presence Secretaries in companies who claim to
be able to do all by themselves
293.
Other brokers who advertise price only
294.
Other major banks and direct lenders..quicker and cost effective.
295.
other mlm's and their strategies are all the same and I am sure you know them...as I
said we lose people to faster money, more hype, and more successful marketing over
the net
296.
Other than Chilmark and Legends, I dont know.
Page 923

297.
Our 5 most formidable competitors are quite similar to us, except that they are more
generalist (less specialist) than we are
298.
Our competitor is the general market place rather than an individual business for the
most part. What is available or on the market right at that time and at what price.
And it isn't very formidable. We can't compete with Builders on speed of completion
or supplying free appliances in new builds, but we can on price and we can beat their
quality (however, a lot of that quality is unrecognized by home buyers). With
renovated homes, the price is generally higher than other homes available on the
market, but customers are getting the charm of an older house with all the benefits of
a new build. So far, not much in the way of competition. The marketing approaches
of the builders we are competing with seem to be: 1. cookie cutter houses.. fast and
cheap.. and throw in some free appliances. Billboards, newspapers, incentives. 2.
cookie cutter houses.. build them fast.. offer several to choose from.. slightly different
layouts to give the illusion of picking your dream home.. and talk them into the
aspects that you want to build. Real estate agents.3. build better quality houses,
charge more money and target a slightly wealthier crowd. Pick an area that people
are actively looking in to find a home that they like. Offer to bid on building a home if
customers create their own floorplans.
299.
Our competitors are not good marketers either and thats why I know if we can get a
good system in place we could dominate!
300.
Our competitors have been successfully selling the product for over 25 years, as
opposed to our company of 5 years. each competitor has multiple sales reps in the
field, and marketing dept. , we only have 1 salesrep. that doubles as the marketing
dept.
301.
Our competitors marketing approaches are not all that great. I believe that if we
implement even 20% of your strategies we will own our market and will be in a
position to rapidly expand into new markets.
302.
Our competitors most likely do some of the same things we do, but Im not completely
sure. I dont pay mush attention to my competitors.
303.
Our competitors simply have a larger sales force .
304.
Our competitors undercut the market place with price cutting
305.
Parker Hannifan, gates rubber, aeroquip, goodyear and motion industries.
306.
Perka, Best, Al Pac, Butler, and Stewart, all of these companies use a tactical
marketing.
307.
Peter Hingston Strong build up of fear in customers of doing auctions, open homes
and other standard real estate practices. Pitch themselves as the ethical agent.
Anthony Trees Secure many properties by putting together development sites and
then 90% of the time securing resale of new properties. Ie strong market niche.
Epping First National Low base fee and very high volume; national franchise
connection. Mikhael+Mikhael Cutting edge marketing, supported by premium
staging of your home so that it presents 100%. KG Hurst Oldest agency in the
area; experience; commitment to the area.
308.
Peter Spann ... Newspaper advertising (VERY expensive) and snail mailouts of
glossy brochures to a massive list ... also VERY expensive.
309.
Pharmaceuticals MDs, PTs
310.
Physical therapy clinicsdoctor referrals; fitness gyms- advertising; personal

trainers-advertising;
311.
Physicians are probably our biggest competitors because they can order alternative
tests that are not as effective, but they make money off of them. So our best strategy
Page 924

is EDUCATION.
312.
Pizza places-have consistent direct mail every other month,New chines delivery
places sending out direct mail.
313.
Points name brand recognition co created 5 years before us.have fewer marketing
tactics than us
314.
Pricing, more privileges offers as company is well established with larger membership
based, easier to establish joint-partnership with others, larger and more frequent in
their advertisement
315.
Primarily do things the same way as us only not quite so personal
316.
Procrastinators/ cccs-referrals/ Ameridebt Massive Advertising/Jerry goes after

particular market Christian/ Debt Settlers &no-pain easy way out.
317.
Professionals, leaders, L.J.Hooker real estate agents. They use TV adverts.
318.
Profiles Internations and Caliper, DISC, I am not aware of their marketing strategy
319.
Putting big moneys into big campaigns.JV with big sites, like portals.Doing some
good PR
320.
Quite frankly, I dont have any competition. If Im not able to deliver a particular
service, Ill call my competition and ask for help.
321.
Qwest (TV, radio, print ads) ICG (Direct mail, full time sales force), Date West
Internet (Large yellow page ads, direct mail), Code Net (Yellow page ads, radio ads)
PCI Sys (Yellow page ads, radio, print)
322.
Radovan Vlatkovic Marie-Louise Neunecker David Pyatt Dale Clevenger
323.
Rainsofttotally unethicalnationwide!sleezeballs! They will say anything to get

the sale, then they dont ever want to hear from their clients againwill never service
them. The big sellers in this area work the same waystay in the house til they get a
contract or get thrown out. They sell for 2-3 times the price we sell for, but there
seems to be no ethics involved. We are ethical, probably to a fault, but we do really
good work and have very happy clients. I need some sales people, because I dont
sell hard enough.
324.
Really do not have any formidable competitorsand they have no marketing

program
325.
Refer previous related question.
326.
Retail storesmultiple locations doctorspublic perception
327.
Richard Bandler, John Grinder, Ernesto Guerrero, Celia Chavez. Alliances,

experience internet referral
328.
Runing ads doing mass mailings cutting their commissions.
329.
Sadly I see, I havent put enough time into knowing my competition to answer this.
330.
Sales Training organizations - experience based Other sales coaches Other General
life coaches Apathy Lack of knowledge
331.
Salon Business Strategies business seminars, website, industry partnerships,

Salon Training, Inc. business seminars, industry relationships, teleclasses
332.
Same approaches that we use
333.
Same scenario as before md and drugs company
334.
Sanyo - Price
335.
SAS: Monopoly power Accelrys: Software has overwhelming features Scitegic: Good
Page 925

customer service Spotfire: Uniform, low price Lead Scope: Reps in the field
336.
Save time Visuals = TelemarketersTasman AV = Monthly product catalogues mail out

to customers. B & H = Account managers who cold call. Rutledge = Have a
reputation for handling pro-AV installations and leverage that through mailings, cold
calls and web site. APS = Telemarketers
337.
See this is an area Im not too good with market research. Ive checked out all the
competitors my customers talk about and they arent big either all SMEs. There are
fashion designers who are in all the shops all over the country but I dont want to be
mass produced. I want my business to be handcrafted and available. There is a
special blend there. So I dont have formidable competitors. See, lessons from MBL,
niche market, better margins.
338.
Seminar Companies-lots of course choices Consultants-more specialized areas

Writers-lots more articles, books
339.
Sheridans Old boys club big player. They farm their present client base and are
ripe for picking! More smoke and mirrors than substance. Mori Another biggie.
Relatively litlle marketing other than sales rep but has good loyalty from existing
clients. Tougher nut to crack because they are larger and have deep pockets. Prides
corner Medium in product quality but good marketers, excellent pop materials and
good bundling marketing. Glossy catalogue etc. Connon Nurseries. Best product
in the industry , worst marketers . If you want to buy we will sell. Thats it.
340.
Siemens key points of brand name marketing described above Honeywell Johnson
Controls Master/Andover
341.
Similar outfits, their marketing approaches involve, contacts, yellow pages, web site,
mailings, service with built-in insurance cover for their advice.
342.
Since we are essentially alone in our niche in our draw area, we dont really have any
formidable competitors. Our biggest competitor is a lack of identity because we have
not effectively communicated our unique approach to the consumer public so they
can find us and buy from us.
343.
Since we do not have any direct competitors I will refer to related financial services.
Banks have the name and the history to back them up. The tradition of banks being
safe is ingrained in the consumers mind. Over time we need to do the same thing.
344.
Size of business law firm is perceived to be better.
345.
Skill Tv advertising Welcome Tv ads CCAA Tv ads Bright Door to Door

CNA Not sure
346.
Small Business Administration the power of the federal government and their
research SCORE leveraging the experience of experienced executives to help folks
grow their business Universities offering adult education they simply leverage their
background and experience. Cant think of others
347.
Some of the biggies Ill be competing against are using billboards and radio. Once I
find my niche -- or niches --- Ill market in a way that has ma more personal appeal.
348.
Sorry, I dont know enough about them to say
349.
Sorry, I dont see real competition on Polish market and didnt have time to study
competition abroad. Our model is an Italian kitchen manufacturer AURORA
(www.auroracuccine.it) , but I am not too impressed with their marketing strategy. A
different approach is to market kitchens at ceramic tile show-rooms.
350.
Sorry, in our rural area we have very little competition. What competition we do have
uses pretty much the same marketing approach we do, which is to say, not much.
351.
Square Foot Gardening book by Mel Bartholemew (a total piece of junk). Hypes and
Page 926

promotes on the net, in book stores, and even on TV. He is a real huckster who
makes outlandish claims with no real substance, but he has sold a Gazillion
books.Not aware of other competitors efforts.
352.
Staff of PR writers, ad writers, ad placers,
353.
Still doing research
354.
STILL STUDYING THEM
355.
Strong sales through third party distribution outlets Strong sales force on the ground
combined with industry awareness Cheap products Catalogue mailings
356.
Success d-internet, Newswatch-finance, Lifeway, do Tell-do TIYD-do
357.
Sunbank similar to usITT Cannon typical lazy big companyAmphenol sameIcor

part of UK Smiths industriesVasrious local machine shops
358.
SuperCuts..used to be Family haircutters, now feature more men in their ads. Still
have a generic, plain environment. Great Clips.. Family haircutters, feature mom,
dad and the two kids. Frequent price promotions. Generic, plain environment. Cost
Cutters .. Family haircutters, feature mom, dad and the two kids. More female
oriented, however.do perms & colors. Frequent price promotions. Generic, plain
environment. Fantastic Sams .. Family haircutters, feature mom, dad and the two
kids. More female oriented, however.do perms & colors. Frequent price
promotions. Generic, plain environment. ProCuts knock-off of SuperCuts, not very
well done.
359.
Ted Thomas: Blitzes the market with direct mail, is present at most of the larger
upsell events. John Beck: More of a local market (northern CA), so not a huge
competitor. Various other small competitors with very little consequence. Not much
competition for the exact same product competition is in other types of products
that produce similar results.
360.
TeleCheck They approach all new businesses with contacts form the sales force
and mailing to the business. Fed-Check They market to larger companies. I lost the
Dominos Pizza account to them. Check Free do not know their strategy, except that
they focus on grocery stores Check Care do not know their strategy, except that
they focus on grocery stores
361.
Telecheck, Equifax. Sales reps and probably direct mail
362.
Telemarketing, sales letters and direct sales
363.
Tesco brand leading supermarket, Boots, H&B, Chemists
364.
The big boys entered the market earlier than I did. They do a lot of crosspromotions for one another.
365.
The best two or three have lots of realtor referrals. That seems to be a big
opportunity, but were not sure we can break in.
366.
The big five : they use their presence for accounting implementation and try to sale
Consultance. Cedec : telemarketing saling appointment sales people trying to sale
diagnostic economist making the diagnostic saling a Consultance mission
367.
the biggest one uses sales-people to go into companies and sell long-term programs,
we just do non-personal-contact selling (mail, email, phone)
368.
The closest thing I have to competition are collection agencies.
369.
The Corporations cemeteries are able to get the families attention first and they are
able to do a good job at keeping it during the service and locking up the memorial
sale at an inflated price. They also use some unethical tactics like lies. Our other
competitors arent as sophisticated.
Page 927

370.
The Final Four CPA firms. They use image ads, memberships in professional
organizations, and referrals by attorneys and bankers.
371.
The first has become a brand name in my region by an extremely aggressive brand
marketing campaign. She was first to offer web marketing with Picture Tours, she
aggressively farmed a very prestigious and expensive area and has branched out
from there. She has continued to hire people to fill roles to help her expand as she
grabs bigger shares of the market and now she promotes how her entire team offers
top service. She has only been in our market for 5 years and has become #1 in that
time. Other top Realtors in our market have been the same names for years and
seem to have a consistent program but dont really seem to have a growth rate.
372.
The large chain/corporate daycares because the have deeper pockets and larger
facilities.
373.
The local engineering consultant, in the potential clients region. Most engineering
consultants do not know how to market.
374.
The other garages
375.
The other green coffin manufacturers are small and quite low key except for the
cardboard ones. Its not easy to tell exactly, but perhaps they try to ally themselves
with the big funeral directors to ensure that they buy from them alone.
376.
Their marketing approach tend to be direct sales
377.
There are 3 main categories of competitors: large commercial training and consulting
companies; large government-funded training institutions; and well-established small
concerns with big marketing budgets. In all cases, they outgun me in marketing
budgets.
378.
There are hundreds
379.
There are hundreds of people doing what I do on the internet including Luis
Arauz/Jeff Paul /Dan Kennedy etc. etc
380.
There are just 2 And they are only ahead because of the time they have been in the
market
381.
there are not really five other quality companies. Successful competitors seem to get
leads from trade shows and massive advertising as well as massive cold calling
382.
There are numerous large exhibit houses that are well funded, do large jobs, have
large contingents of sales people, sales literature, etcall stuff that we dont have.
Theyre all pretty much the same.
383.
There larger therapy practices around. They have bigger yellow page ads and thats
it. Some hospital-based psychotherapy practices have occasional TV ads.
384.
There really arent any.
385.
They all advertise and try and bring in the customer to the dealership
386.
They all have about the same marketing approach, but their implementation is worse
387.
They all rely heavily on print advertising and cold calling their most frequent tactic is
to lie about the other companies.
388.
They all try to offer the least cost solution or were better positioned with the Architect
or Design Firm of the client.
389.
They all use the same media some have bigger budgets than us some dont.
390.
They are either very small companies who have technologies that dont really
distinguish them from all the others, or very large companies who have an
established network in place. The small companies rely on website and small-scale
Page 928

local advertising, the large companies have older technology but they have the ability
to sell it through their established network.
391.
They are first and second tier companies. They market by reference selling into
verticals they have customers in. They have large marketing budgets for print ads,
access to industry consultants, large business partner programs so they use direct
and channel sales
392.
They are much bigger then us with much more resources financially and with
manpower. They spend a lot more on adverting, editorials, literature, getting dealers,
follow ups and in all other marketing.
393.
They are normally institutions and dont care about marketing. Of course customers
have regular contact to chambers of commerce, US commercial services etc. since
they are free of charge. Since I am just a one-man-band (up to five freelancers) it
would be dangerous to compare myself with McKinsey or JTI Inc.
394.
They are so big they own the market.
395.
They do email coaching, publish articles and/or books, conduct seminars and
workshops
396.
They do telemarketing inviting people to seminars, they run ads in the paper
promoting seminars.
397.
They establish themselves as expert in the field. They adhere themselves to a wellknown government sponsored body. They provide a lots of side products apart from
their major products.
398.
They have primarily written several books, have a good website, and appear on TV or
radio.
399.
They have strengths I do not. Some have larger offices and can produce work more
quickly. Some aggressively promote their work in trade publications and periodicals.
Others methodically submit projects for awards.
400.
They really dont compete except on surface levelI offer moreand give more for
dollars paid but have very good repeat and referrals business
401.
they use a sales force
402.
They use aggressive pricing strategy, introduce customization of programee and

reliable service
403.
They use sales agents on commision basis . They deliver to faraway places which
we dont They are constantly in touch with their customers.
404.
They use the same as we do or less
405.
This really is a non- issue. We have a great corporate culture and personality. We
typically only lose someone who doesnt know about us. Our peers are not good
marketers and certainly are not strategic.
406.
Through appearing smart by offering all publicly available materials in good

categories. Through lots of self-promotion and tie-in with a newsletter or website.
Steal our socket through end-customers request. Using exact replica of our solution.
Be early with products in which theyve a technological edge through having sufficient
manpower.
407.
Tony Robbins - Neuro Associative Conditioning Marketing Osho Commune

International - Dynamic Meditation Techniques and outstanding therapies. - High
Quality Marketing. Dr. Robert Young - Innerlight Nutrition Products - The Best in
Nutritional approach.
Deepak Choprah - Ayurveda Medicine - Body/ Mind &
Spirituality Kripalu Yoga - Seminars, classes, trainings and Retreats on Yoga and
Page 929

Natural Health.
408.
Too soon to say
409.
Total eden has 16 retail stores referring customers
410.
Trade Magazine advertising, salespeople, phones, brochures
411.
Traditional realtors- MLS, direct mail, sales force. Other owner financers- signage
412.
Transfield Worley. Big, let us manage everything.Becas part of a large nationwide

group. ITL- Cheap
413.
Turville Photography, Reinbold Gallery, Olin Mills, Kinderphoto, Misc mall photgs.
They have physical locations that people constantly see and they work the mails.
414.
Two are fat and ugly, one is gorgeous, two are just so-so. I will describe the only two
of consequence. Competitor 1 is an old style service bureau operations that also
sells software to prospects that want help but not service. We dont want to sell
software. We will recommend them as a software source, they wont bother the
account in that case. Competitor 2 is a large service bureau organization run as a
sweatshop. They have recently been outsourcing data entry service to India which
has made many of their customers mad. We are actively marketing their disgruntled
customers.
415.
Two strongest competitors: DnV has 4000 employees and offices in every country in
the world. Makes direct efforts to partner with technical departments of national oil
companies in countries which have national oil companies. Shell Global Solutions
owned by Shell Oil. Has captive market for all Shell owned facilities and works at top
management level with other oil companies, particularly in facilities where Shell has a
minority share.
416.
Typical paint companies have yellow page ads, may also place classifieds, build a
reputation of quality, or try to be the lowest price.
417.
Unaware of their marketing
418.
Universities and consultants (numerous)
419.
University hospitals, contract laboratory, government research centers. these

services rely on referrals and just being the in-house service.
420.
Unknown
421.
Urgent care, marketed with speed of care, come without appointment, extended
hours
422.
Very few see the resume business as a package deal of success enhancing vendors,
thats where I see my USP.
423.
Very little direct competition
424.
Walmart low prices
425.
we are "copying" their marketing approaches
426.
We are competing for advertising dollars. We focus on a specific market that is fun
and exciting.
427.
We are lucky to be competitive free right now.
428.
We deal with an underserved segment that isnt actively marketed for our services. If
we scaled up to larger businesses we would encounter the larger consulting firms.
429.
We didnt have time to analyze them
430.
We dont know a lot about how smaller firms are really marketing.
Page 930

431.
We dont monitor competitors
432.
We dont really have competitors on the same scale as we are. Some local
competition Exists and main competitor is a local, independent tennis pro. I dont
know of their Marketing approaches.
433.
We don't have a product that competes head to head with us . and we don't know
their approaches.
434.
We have competitors on several levels from machine shops to mail order companies
selling automotive parts. The approaches vary depending on size with the larger
competitors using print and the smaller ones using the yellow pages.
435.
We have no competitors doing exactly what we are doing.
436.
We have none, ours is a totally new line of products that do not fit into an existing
group.
437.
We have only one formidable national competitor worth to be counted in our field, i.e.
Pansystems. While foreign competitors with more experience in adjacent field of
services such e-commerce have direct lobby with international financing agencies like
the World Bank. This domestic competitor has a longstanding close relation with the
Regulator/government. On assistance in international conferences we have
practically no domestic competition, while foreign competitors cooperate with us to
obtain our assistance and expertise. One of the international competitors, such as
Compass Rose have very extensive experience and contacts with governments,
international agencies and many private sector companies regarding their
international scope of services.
438.
We only have 4 serious competitors in the industry. The most formidable, though out
of our league, is GESeaco who have multinational resources available and play in the
big league of major fleet sales and hire. The one we really keep an eye on is Royal
Wolf who also have multinational resources and compete with GESeaco, and are
active in the little league where we are. Wolf would be our primary competitor and
they are price cutters. We generally make no attempt to compete on price, because
theyll win at that game every time. On the area of customer service, there is a small
one-person operation which is run by a very personable man who has adopted our
phone techniques and could easily be mistaken as one of us. Hes very good, though
hes a lone outpost of an company based in another state. GESeaco have
representatives that schmooz with transport companies that have container fleets of
tens of thousands and in some cases hundreds of thousands. Nobody else locally
uses roving reps, though some interstate companies occasionally send scouts out to
try to drum up business. Both GESeaco and Wolf place image ads in various
transport magazines and transport directories. Weve never received any value from
ads placed in these publications so we save our money.
439.
Weve not yet lost job to a competitor that we know of. Our target market is SME.
Sometimes, we lose the job to a one-man band because theyre related to the
director or manager. Otherwise, we lose the job because they dont have the budget
or theyre unable to get out of the existing contract.
440.
Weight Watchers tv adds Jenny Craig tv adds and low price offers Bonnie Stern
uses her cooking school to sell herself. Ann Lindsay aligned with Heart and Stroke
Association to sell books.
441.
Well, there were 1.9 million hits on Google to supply chain management software.
It seems like everyone and his dog has a solution. The big dogs are Microsoft,
Oracle, JD Edwards, PeopleSoft and SAP. I have not studied their marketing
practices in any orderly basis. However, it appears that they trade heavily upon their
brand and brand advertising; and spend heavily to field large teams of salespeople.
Page 931

Having gone against some of these competitors, I find they do little consultative
selling if any at all and the cost their software, including organizational
deployment, exceeds our quotes by factors of 5X to 10X.
442.
Well, this is pretty much answered in question # 43.
443.
Wolfson Big YP, Rick Wright great repl. Good Fed practice. Watkins great DUI rep
with attys, Bill Terry Great rep, been here forever. Chesnoff Oscars partner.
444.
World Profit Affiliate Program Email Marketing Joint Ventures Quality business
hosting and design Ready Hosting Affiliate Program Email Marketing Cheep domain
hostingWebdomains4u.comAffiliate Program Email Marketing cheap domain hosting
Apollo Hosting Joint Ventures Referrals AVA Host. Net Joint Ventures
445.
www.radiant.net - large company.
446.
Y2 Marketing plus other marketing/advertising agencies.
447.
Y2Marketing uses saturation radio broadcasting for 2 weeks prior to their free
seminar. They also use a good CD with a few well chosen success stories. Their
web site is very rich in content as well.
448.
Yellow pages advertisement-glossy magazines-.
449.
Yet to be determined.
Page 932
Question 51. What are the Top Two Reasons That You Lose
Business to the Competition?
Question 51. What are the top two reasons that you lose business to the
competition?
1.
#1 Market not being aware of our alternatives. #2. Our lack of organizational depth
is perceived as a continuity risk.
2.
#1 Location in some cases, they simply have a more convenient location

Otherwise, I dont know
3.
(1) Pricing (2) Cosmetic appearance of final product
4.
(1) Loyalty to present supplier.(2) Product shortage and selection (Ours)
5.
(1) Never getting them in to me in the first place. (2) Financial reasons (e.g., they go
to another therapist who costs less, or who is covered under their insurance when I
am not)
6.
(1) The client has a pre-existing relationship with the competitor and (2) the client
wants the comfort of dealing with a large organization.
7.
(i) Price (ii) Relocating
8.
Perceived better value. Corporate convenience.
9.
Time not enough to spend cultivating the relationshipand also not pushing
enough at the close
10.
1 Follow up 2 Not getting in front of enough people.
11.
1) Price & Price.
12.
1) Price 2) Perception by the client that the competition have more expertise in a
certain market sector therefore they can justify their fees better than we can.
13.
1) They do not know about us2) They have better promotional material/contacts
14.
1) They dont know about us.2) They want to keep the prestige of being direct rather
than go through another party.
15.
1) They have more published reports available, and 2) they do a better job of
generating publicity or communicating with the marketplace (largely because they
have more things to offer).
16.
1)Price, 2) Brand loyalty to existing furniture or interiors to competing lines that we do

not handle.
17.
1)They can advertise more 2) They can offer a better deal
18.
1. Discounters
19.
1. Not well known. 2. Competitors get more referrals than I do.
20.
1. Price
21.
1. Availability: We are a small firm and, once staffed on a project, need to finish the
current engagement before starting another. 2. Pricing/rates: Competitors are willing
to dramatically lower their rates (because they dont pay nearly as well) so they can
sometimes appear cheaper to utilize.
22.
1. I dont go after it2. I dont have the staff or capital to get the work done
23.
1. I dont sell the benefits as I sell my self 2.I dont know how the competitor is
working
24.
1. Inadequate communications. No web site yet. No company brochure. No business

card (until after web site can be printed on it). 2. Inadequate follow-up. Current
customers are well motivated to call. We lose many who are not so well motivated or
2. Affiliation with church denomination
2. Location (competition's physical address is closer to them than I am)
Page 933
who lack a support system.
25.
1. long period of development of training program-time-to-market, because limited

recourses.2. Lack of clear marketing strategy and system on tactical level.
26.
1. not in their insurance plan and 2. location - not close to their home
27.
1. Our facility is physically not as attractive as our main competitor. 2. We lost a key
staff member, and we are trying to find someone to replace him. Our fill-in person is
not able to please our higher end clients.
28.
1. Price2. Customers go after the latest fad or media buzz and dont stick to a plan of
health.
29.
1. Public does not know what we do. 2. Public has been falsely indoctrinated to
believe that what we do is either unsafe or hurts.
30.
1. The competition doesnt yet know about CodeScholar.2. We are much smaller than
all of the competitors (although if you add in our offshore development resources we
are probably competitive)
31.
1. They have better connections. 2. They have more money
32.
1. They were there before me 2.
33.
1. We are viewed as a RICH Hospital who does not need money. 2. Giving goes to
United Way which has a large volunteer base and payroll deductions at many
employers.
34.
1. We do not reach enough potential customers2. We do not clearly communicate our

benefits
35.
1. We dont fully differentiate our services from those of the competition.2. We are
smaller and are judged less substantial.
36.
1. We dont get to the right decision maker 2. Price
37.
1. When people ask for quotes they believe they are comparing apples to apples.
What tends to happen is that we only quote on products that we know are going to
provide the reliability businesses require of their computer systems. When it comes to
servers competitors tend to sell clone boxes versus us who will only sell Tier 1
equipment. Examples: IBM, COMPAQ, etc. 2. Ive heard that the impression some
clients receive is that we push certain hardware and software. This is true and the
reason being is that through experience we know that they are reliable, great cost for
the product, the backend support is fantastic if we ever need assistance and it just
plain works. This reduces the amount of money our clients will be required to spend
in the implementation process or problems afterwards.
38.
1.the competition finds the prospect before we do.2. the prospects banker refers
prospect to our competition bec. they dont know that we exist.
39.
1.They closed the deal before I got there. 2.They lie.
40.
1-Brand recognition. 2- Fear that the service will not work or be reliable since it is a
new brand name.
41.
A lousy performance of mine. I do need to work on the way I communicate. My

cadence, intonation, and rhythm need to be improved.
42.
a) Brand Name Recognition b) More complete building system solution offering, all
offered with products & systems branded as their own
43.
a. Insurance Company tells them to go to.... b. Location not as close/convenient
44.
a. People not understanding the differences in the product.B. They call them first
(Yellow pages)
Page 934
45.
Ad sales lost because we are significantly more expensive then other handheld
magazines. Also, some companies have products for the variety of handhelds our
print competitors cover, and so they feel they will reach more types of customers.
46.
All mental??? Unless they brain-wash me. Ignorance or resistance to

change.within the prospective client. I would base my success on percentages.
47.
Already with another firm/business and client content to remain where they are.
48.
Am perceived as too young for realizing my tall claims. Fear of meeting top execs.
49.
As we have no direct competition I can only say that we will lose business to apathy
and genuine poverty.
50.
Availability I dont have my own shop and wont for some time 3 -4 years. They
have to find me at market. But it is a choice Ive made. Cant think of a second.
51.
Because Im in a Network Marketing Company
52.
Because the buyer of a Mass Merchandiser, by practice, does not give the whole
enchilada to just one vendor.
53.
Because we have almost no history and no brand name. Because forex is

completely new to the average consumer.
54.
Being at a private club, many are not aware they can come out for instruction. Pricing
possibly
55.
Better interest rate lower fees
56.
Better offerings, more compelling copy, better follow-up
57.
Better product features Unaware of customer requirement
58.
Better service
59.
Big companies feel sometimes more comfortable with big agencies I must be more
visible
60.
Bigger purchasing power and the fact they have been in business for a longer time.
Also discounted sales tactics just to clear inventory.
61.
Brand and the old mindset that says you wont get sacked for picking IBM.
62.
Brand Awareness, perception of bigger is better.
63.
Brand name and price
64.
Brand they are the safe choice they get to them faster price
65.
Buyers dont know about RealEstateExpress.
66.
By the prospect not knowing what I do. My failure to communicate effectively.
67.
Cannot fulfill requested software functions without charging extra- Lack interactive
showrooms
68.
Cannot match offers of cash-back and return of sales of large bottlers and vendors
based on the volume of sales.
69.
Changes in insurance plans , inability Patient wait time in office
70.
Cheaper faster delivery
71.
Cheaper than me. More well known. No money to spend so larger companies give
services free.
72.
Cheaper, government subsidized consultants available.
73.
Clients think were too small to do a particular type of job thats usually the only
Page 935
reason.
74.
Clients want less than we offer. They offer less and undercut.
75.
Clients want to hire their own pro rather than use a management company they feel
they have more control over the pro/program. They are less expensive.
76.
Commission or price.
77.
Commission, experience and timing
78.
Company perceived too small
79.
Competition has higher visibility and a cheaper intro product.
80.
Competitive stronghold accounts
81.
Competitor has more recognized brand Lower fees quoted by competitor
82.
Competitor price dropping or client looking for a more basic sales training.
83.
Conservative nature of people stay with existing lender because of inertia.Not

happy paying for professional advise
84.
Cost
85.
Cost & slow service
86.
Cost and aggrasive sales activities.
87.
Cost of service
88.
Cost, cost
89.
Cost, no knowing about my services
90.
Costs and Production
91.
Credibility, critical mass
92.
Credibility, we are just starting out.
93.
Customer dont know of us and there overall marketing structure.
94.
Customer financing and cheaper products.
95.
Customers not comprehending that they are not getting what they think they are
getting. Customer compromising for price.
96.
Customers who are only interested in immediate or perceived price, our inability to
properly educate or inform customers regarding our value to them.
97.
Cutbacks in consulting overall due to the economy (actually, this is a loss to everyone
not to the competition). Competition is a known quantity (the old you never get
fired from going with IBM mentality).
98.
Didnt do as good a job providing value when they were a client and when we are
about to lose them then we turn on the support.Didnt have as strong a relationship
with the key decision maker as we should have had or the clients business was
bought out and the purchasing company already has a long standing relationship with
our competitor that they arent ready to change yet.
99.
Didnt make big enough promise
100.
Difficult to contact/too much business for me to handle
101.
Disinformation.
102.
dont cover all of the market, timing (whatever presentation people attend first they
book for that seminar)
103.
Dont have our software ready when they want to buy. Cant offer a practice
Page 936
management system until 2005.
104.
Dont know (3)
105.
Dont know. We all offer more or less the same product. I think it would boil down to
who the client finds first via internet or periodical ads.
106.
Dont loose to competition that much, mainly loose to our prospects desire to do
nothing.
107.
Dont lose too much if they talk to me on phone I never lose them
108.
Dont want to deal with switching, prefer existing product
109.
Don't follow up on leads fast enough,

may not be as professional, up on the most
current changes in the industry, don't pursue with intensity.
110.
During periods of rapid stock advance, such as 95-99, our performance was not
fantastic and some more aggressive managers got the business. Second, someone
on the committee if an endowment fund or husband or wife may have bonded better
or knows someone better from another firm. Hence, these presentations are often
called beauty contests.
111.
Educating the referral base is I feel going to be my biggest challenge. Getting known
in the industry.
112.
existing relationships, better name recognition
113.
Experience and fulfillment.
114.
Experience in industry
115.
exposure and pricing issues
116.
Exposure to the principal players. It all depends who meets one of us first each
main player from each organization has a powerful effect on the people they meet
and then that connection tends to remain strong so the purchase is made from the
person the client first has contact with. How influential our networks are. It depends
who has referred us into the business how influential and senior they are.
117.
Failure to show up (ie. havent been consistent about telling people I even have
products & services on offer a real deal-killer), prices too high
118.
Failure to demonstrate need and show sufficient business size to prove competency.
119.
Failure to present my service offering and start up fees associated with the initial
transactions.
120.
False promises by other accountants.
121.
Faster money and a more sizzle product
122.
Fees too high & belief by clients that because we sell lower volumes we may find it
more difficult to find a buyer.
123.
Financial prowess
124.
FIRST :THEY GIVE discount. Second : they make alike a conference !!!
125.
First, a perception among high caliber prospects that large institutions are more
competent than me because they are large and established and have fancy offices.
Second, a lack of a proper business infrastructure and credibility to match my
knowledge, experience and expertise.
126.
First, dated products, second, less promotions.
127.
Follow up and pricing
128.
Follow-up and follow through
Page 937
129.
Freshness and price
130.
full page adverts
131.
Geography clients are fearful of any requirement for travel outside of their
immediate area, Price pressure if from a non referral
132.
Geography of customer occasional pricing
133.
Graft
134.
Greater Market Awareness; Least Risk
135.
Greed and lack of understanding. Also the fact that many insurance companies dont
pay for these services because they claim they are screening services. Medicare
wont pay for virtual colonoscopies but they will pay 3-4 times as much for a
colonoscopy
136.
Habit and familiarity.
137.
Hasnt happened yet
138.
Hate to repeat myself, but Im in the process of developing a marketing strategy.
139.
Have never lost in a competitive situation.
140.
Have not lost to competition
141.
Havent met any local competitors
142.
Having not the right items, the customers are looking for and sometimes to high
prices too.
143.
Hmmm. A lot of business is lost because people like to deal locally. I think that as
my business grows, that this will be less of a problem. Another reason is that they
just haven't heard of my business. A lot of this industry is word-of-mouth.
144.
I am not aware of this happening. If it did I would suspect price.
145.
I am only starting to become known and my marketing has been nearly non-existent
until recently. I am just starting to ramp up now.
146.
I assume the product did not meet expectations
147.
I believe its through in-attention. People just lose interest.
148.
I cannot provide the personnel resources they want. I am not famous enough.
149.
I did not establish the link between their pain, its cost to them and the value of my
solution.
150.
I do not make sales
151.
I dont
152.
I dont believe we do. Many people come to us AFTER they have been to a Sp[ann
or Kay or Burley seminar and contrast the m ... The comment we hear all the time is
... Now we BELIEVE we can do it (property investment) ... we never felt that before!
153.
I dont have the wide range of products that my competitors have. They spend more
marketing dollars
154.
I dont know them
155.
I dont make marketing effort and I don't have strategy at all. I'm a small firm and it is
difficult to get, pay and hold good people.
156.
I dont really stay in competition. Once a prospect is in contact with me, I close the
order. But I should have more contacts to new prospects.
Page 938
157.
I dont upsell people enough.
158.
I don't know yet, because I am not out in the market yet the people I talk to prefer my
proposition when all is said and done..
159.
I get there first, and I do more than they do.
160.
I have no competitors.
161.
I have not made it easy for them to contact me.
162.
I have only lost 1 in 100 proposals
163.
I lack both a large advertising budget and an overall plan.
164.
I need mor linking, referrals, online dyslexic Games and back end
165.
I retain more than 97% of clients that do business with me.
166.
I think because Im not aggressive enough in marketing, and dont follow through well
enough with sales or with post-sale activities. I think I havent focused well enough
on customer bonding.
167.
I will have to review this once my business gets going.
168.
Im busy and cant start right away, cost
169.
Im guessing that its because they have more experienced salespeople or more
clever ideas, or a better strategy. I dont have enough knowledge to see inside their
strategies to know for sure.
170.
Im not in as many places as they are since they have a full sales staff is one reason.
Their volume allows for bigger discounts so they can come in with lower pricing
sometimes and still have a profit margin. (Although I can say Yahoo for a deal this
last week where I took a little less profit but through the sale of value of my follow up I
got the deal. And it is now starting the next sale going which means I m gaining from
the backend)
171.
Im not matched to their want
172.
If I fail to convey competence, trustworthiness and sometimes price
173.
If our program doesnt get the results the client expects in a fast enough time for their
reality. or they simply dont want to correct their damaging lifestyle habits badly
enough in those cases where that would be essential.
174.
If we offer conventional loans in normal circumstances, we usually can match their

lower fees.
175.
In house work is cheaper as they are paying the person anyhow.
176.
In many ways Im not in competition because they come to me through a

recommendation, or a lack of business behind me
177.
In the broadest sense of losing work to them, they got some high profile projects that
I was never considered for because my sphere of influence does not extend
prolifically to their region. In the past two years, I have not lost a project to anyone
that I have been inconsideration for. I have turned away more work than I have
accepted. I am now in the position of selecting the clients that will be the best fit for
my services and personality.
178.
In the past, increased fees accounted for up to 27%, we fired quite a few clients who
didnt fit our ideal client profile, and others left for a variety of reasons, such as
consolidation of advisers, convenience, and bust-ups between business partners.
179.
Ineffective marketing
180.
Inferior sales effort by our sales staff (no Superstars) and price competition due to the
Page 939
buying criteria of the people whom they are calling on.
181.
Influence inside the clients
182.
Insider connections Competitor selling lower quality product at lower price
183.
Insufficient time to build the relationship.
184.
Insurance we dont participate in HMOs and PPOs
185.
Irresponsive/ unavailability
186.
It can be price as the Polish customer is not sophisticated enough to differentiate

quality vs. price issues. We offer good product for normal price, where normal means
expensive accordingly to the material and equipment used, without adding sky-high
margins. This means that our products are in the upper part of middle price segment.
People who do not understand quality of our product and look only for discounts can
not afford our product.
187.
It is history of company and their relationships
188.
Its all about whether they can afford us or not. Once we get into their heads, there is
no competition.
189.
Jar design, Price
190.
191.
just starting new in Vancouver; no one knows about me yet
192.
Lack of ability to communicate USP
193.
Lack of adequate competitive marketing to leverage money spent, and also for the
businesses I work with, some need to question their product and follow-through on
their promises. All lose business because their USP is under-developed and undercommunicated.
194.
Lack of awareness of my existence and for the cost savings oriented consumer, it is
price.
195.
Lack of communication of benefit of product Approach not organized
196.
Lack of contacts and exposure
197.
Lack of credibility
198.
Lack of credulity or not considered an industry expert
199.
Lack of customer contact, not getting the message out that Im in business
200.
Lack of differentiation to established brands Perceived price actual vs. value
201.
Lack of distribution and discounting their products.
202.
Lack of effort
203.
Lack of experience in the field.
204.
Lack of exposure
205.
Lack of exposure. Organic lies people think our methods are anti-organic (not true)
206.
Lack of follow up with clients or clients move away
207.
Lack of fund to lower the margin, so less financial benefit can be offered to
customers.
208.
Lack of information on the consumers part about what our service is and lack of
know-how on our part in getting the information out to them.
209.
Lack of knowledge of specific niche programs for non-conforming mortgages
Page 940
210.
Lack of market knowledge lack of a well greased marketing and support system
211.
Lack of marketing knowledge, sloth.
212.
Lack of money and lack of marketing knowledge.
213.
Lack of name recognition and relatively tiny marketing budget or maybe, Im not
doing things right with what Ive got, as many of these started with nothing too.
214.
Lack of pre or post sales follow up.
215.
Lack of preparation Lack of follow-through
216.
Lack of reputation and brand recognition
217.
Lack of self confidence and sales skills. Price of products are higher than the value
we can communicate.
218.
Lack of time spent,
219.
Lack of time to take on new work.
220.
Lack of understanding about the benefits of doing something differently than how
things have been approached in the past. Also lack of understanding of what good IR
actually entails especially when dealing with smaller cap companies that tend to be
nave in many respects.
221.
Lack of years of experience, a limited testimonial base, not enough word of mouth,
maybe I need to distribute business cards in mailing pieces and business
conventions.
222.
length of time we have been in business (don't have 10 year relationship with
customer); no one gallery is able to always have the best artist
223.
Lies and distance to Portland.
224.
Lillian Too calls herself a "master." and people assume that she is.
225.
Little follow-up, not getting clear on what they want and putting it into their words.
226.
Location of school we are on a smaller street
227.
Location, budget
228.
Longer in market (them) and their higher profile
229.
Low quality = low prize
230.
lowball prices and dishonesty
231.
lower budget and fame.
232.
Lower fees; personal referrals
233.
Lower Price and faster delivery.
234.
lower price not willing to make long term (3 10 year) fixed commitments
235.
Lower prices Kickbacks
236.
Lower prices, more market presence
237.
Lower rates or lower closing costs.
238.
Loyalty to the originator of Tai Chi Chih
239.
Many patients leave because their insurance plans provide for lower costs at a PLAN
dentist.
240.
Market presence - clout
241.
Marketing $$.
Page 941
242.
Marketing and plan
243.
Money
244.
More aggressive sales techniques, cut commission or cheaper price.
245.
More expensive. People cannot see that quality deserves more fee.
246.
More experience, better presentation skills.
247.
More expertise, pricing,
248.
More frequent contact, greater name recognition, sometimes lower pricing
249.
More staff, more capacity
250.
Most of the business that we lose is lost to companies that decide to send notices
themselves, without outsourcing them, some decide that they do not need to send
notices at all. I believe that our primary problem with losing this business is one of
educating clients effectively about the opportunity in front of them.
251.
Mostly due to the realtor referrals they get.
252.
My ability to only work part time at this business, and also to lack of time and money
to spend on cutting edge tactics, and implement them quickly and effectively.
253.
My ability to only work part time at this business, and also to lack of time and money
to spend on cutting edge tactics, and implement them quickly and effectively.
254.
My benefits are not clearly enough articulated. The perception of trust is not
sufficient.
255.
My location not convenient to client and cost pressures from overseas firms
256.
My price is higher than theirs.
257.
My prices are too high.
258.
My product is quite differentiated. I am daring at creating a new category in the

business so my intention is to dominate that small category.
259.
My track record is not as strong as theirs yetI havent been able to break in to their
cross-promotions and live seminar circuit yet
260.
N.a. We dont do enough business yet, but getting ready to.
261.
Name ID and proven track record
262.
Name recognition and the perceived image that they offer more choices
263.
Name recognition Lack of marketing budget
264.
Nepotism, mostly. Sometimes, it is because we are not connected to the right places
to know when the jobs are coming up.
265.
Nervousness on listing presentations and I tell the truth.
266.
Never heard of name
267.
new company, unknown brand
268.
new in area
269.
No advertising, no client follow up.
270.
No agents in the area, ignorance of the farmer
271.
no budget
272.
No competition
273.
No Competitors
Page 942
274.
No contacts and no relationship established.
275.
No good business & marketing plan in place.
276.
No Marketing game plan No major brand name
277.
No one knows about me and Ive not pounded the pavement as much as others may.
278.
no real strategy in place
279.
280.
No stability to establish the company.
281.
No storefront,
282.
No strategic plan in place
283.
Nobody knows who I am or what my products are. They dont belive a small guy like
me can produce better products than the gigantic firms do.
284.
none
285.
None yet, probably will be cost and distance away from home, convenience / comfort
of location.
286.
Not a big enough company and not the right technology
287.
Not able to build a relationship. Im not what they are looking for
288.
Not able to reach the larger portion of my prospects.
289.
Not applicable
290.
291.
Not as well known in the market
292.
Not aware of any losses yet to competition; so far losses have been to inertia by
prospect.
293.
Not being aggressive enough. It is a numbers game. He who contacts the most will
win. Procrastination and Quality of Materials and Products are two of the reasons
why we would lose.
294.
Not being in right place at right time, nervousness
295.
Not being known
296.
Not being well enough known.
297.
Not close enough
298.
Not defining our USP. Poor utilization of lead follow up
299.
Not deliver on time; low price
300.
Not enough advertising
301.
Not enough contact with my clients, dont stay close to buying decisions.
302.
Not enough exposure to prospective clients, they do not know about me.
303.
Not enough marketing
304.
Not enough people know about me, but I really do not have too much more excess
capacity. I think I could do about $1,000,000 per year before it became too much.
305.
Not enough visibility or credibility.
306.
NOT FOCUSSED/ NO FOLLOW UP
307.
not getting our foot in the door first, he has more homes for sale
Page 943
308.
Not keeping in contact. Price.
309.
Not knowing the right people, too busy doing it to be out finding it.
310.
Not offering additional data: demographic or professional specialties, phone, email

Tough to crack the brokers market, I think many brokers are unwilling to take a
chance with a small company.
311.
Not organized, and presented in form, package, that client, really validate the benefits
from it. Lorea' l and Zone Therapy. Even the effect is faster, better and last longer.
312.
Not proactive enough in the market place. We need to be actively out in the
marketplace continually drumming up business. We are always inside finetuning the
program. Lack of confidence. Dont have big enough balls! We dont have anyone
who loves to get out and sell.
313.
Not recognized as a serious builder who builds a lot of houses and not having a lot of
selection.
314.
Not seen and not seen as an expert.
315.
Not selling enough programs
316.
Not so much that we lose them to competition, they just don't join with us
317.
Not started yet
318.
not strong enough
319.
Not sure
320.
Not sure
321.
Not sure as yet, but could be pricing and lack of traffic.
322.
Not sure yet
323.
Not understanding of customers and markets Not market segmentation, pricing and
positioning
324.
Not widely know Limited cash for advertising
325.
Not yet being able to offer a full solution- Price
326.
Once we get them, we havent lost hardly anyone was a new buyer had a friend in
the business.
327.
One would be price, where the prospect was looking for the cheapest deal, the other
would be that the enquiry never reached us in the first place. This could be due to the
prospect having been referred directly to a competitor, or for some reason the
prospect doesnt know we exist. Our conversion rate is predictably three out of five.
328.
Only if more convenient location-wise for certain customers.
329.
Other banks price differently from the way we do and their fees wind up costing the
client less. For example, we run our shops like manufacturing plants. We know how
much a widget (a deposit ticket or a bank note) costs to process (that is verify and
credit to the clients account). Our price to the client is based on a markup from that
cost. Our competitors all charge pennies per dollars deposits, e.g., 12 per $100
deposited.
330.
Others use gallery representation or internet
331.
Our first competitor is doing nothing. We have many people coming to us knowing
that they have hiring problems and their boss dont want to spend the money to
address the problem or even acknowledge it.
332.
Our own inadequacies; the competition spreading misinformation about us.
Visibility
Page 944
333.
Our product sounds too good to be true people are afraid of biotechnology
334.
Our products are not suited to a clients specific needs. Our operating philosophy
does not align with that of the clients.
335.
Our service is too expensive (or can see as the market we are in are too cheap to
pay for decent service). Or our service doesnt exactly meet clients need.
336.
our size and lack of reference accounts
337.
People are scared to take chances with a smaller firm.
338.
People dont know about me. Location of services
339.
People dont know Im there.
340.
People dont like our approach to education (we require too much parental
involvement) and/or they want different content (more Christian and/or more
classical)
341.
people dont shop enuf-buy the perceived sponsored plan; other agents play along w/
client need to shop til they drop and send info w/o finding need 1st
342.
People get bored with anything. New managers want to do something new when they
come to the store we have. Thats the main reason for loss of clients for us.
343.
People not knowing of me, or if knowing of me, believing they would be better served
by one of "the majors."
344.
People still think of our coffin as something a little too far out What will the neighbors
say?
345.
Perceived indifference cost
346.
Perceived needs, priority
347.
Perception of offering specialized services Insurance programs
348.
Perception of price with the big box stores listed above and my marketing ability to
the public.
349.
Perhaps a lack of trust.
350.
Personal relationships and name recognition
351.
Poor after sales service and non competitive pricing
352.
Poor economy tightens advertising budgets, prospect believes that another media
might gain it more exposure.
353.
Poor follow up, not focused enough.
354.
Poor response time due to no organization in our business
355.
Poor Selling Not making the case for change
356.
Poorly organized workforce; staff feel public sector is non-competitive.
357.
Price (6)
358.
Price Poor presentation
359.
Price & price
360.
Price & Product.
361.
Price (potential customers perceive our shelters to be too expensive without really
understanding the underlying long term value and longevity of our buildings) and
delivery time (we need to be able to streamline out manufacturing process).
362.
Price , brand and financing
Page 945
363.
price and dont know
364.
Price and ability to service accordingly
365.
Price and availability of newer equipment we dont currently have.
366.
Price and availability of product. Also, lack of official certification
367.
Price and availability.
368.
price and branding
369.
Price and customer not aware of us and or chance to try product.
370.
Price and delivery time
371.
Price and do not offer what they are looking for.
372.
Price and experience
373.
Price and free minutes
374.
Price and freebie seekers
375.
Price and full time person ( we just hired a full time person on Jan 24)
376.
PRICE AND LACK OF RELATIONSHIP BY SALESPERSON
377.
Price and lack of understanding of issues of quality and content of preventive

supplements
378.
Price and misinterpretation of the facts.
379.
Price and not being good enough salespeople consistently
380.
Price and not being quick enough to market on some technologies
381.
Price and not convincing the customers
382.
Price and not having the correct product
383.
Price and personal relationships.
384.
Price and personality isnt a match. In this biz we are very connected to the client and
the personality really has to be a fit in order for us to help clients be successful.
385.
Price and price (5)
386.
Price and product functionality
387.
Price and shorter response time.
388.
Price and sometimes. Id Do not tell them what they want to hear!
389.
Price and terms of the business contract ie. Some of the competition offer loans up
front etc.(2) personal relationships of competition by virtue of living in the region or
country vs me in the USA.
390.
Price and that some people wanted to do business with a larger organization
391.
Price and the perception that they can do a better job for the $$$.
392.
Price And their reputation
393.
Price and them not knowing the services we offer
394.
Price and they dont like the artwork
395.
Price and we are not national provider
396.
Price and we do not educate our client.
397.
Price Awareness/buying habit/distribution chain
398.
Price is the main one but usually if we are contacted by the prospect we close the
Page 946
sale because we put their needs first.
399.
Price is the only one I know of right off hand
400.
Price level for standard items
401.
Price Location of surveyors (price, indirectly); Billing practices (currently changing).
402.
Price or bad contact management
403.
Price Reluctance to change from incumbent supplier
404.
Price, and ability to deliver quickly
405.
Price, and captives who are in house financing.
406.
Price, and top of mind awareness
407.
Price, availability
408.
Price, branding
409.
Price, demographics
410.
Price, esp. for kids. Convenience.if we have a long wait, its no longer convenient.
Poor execution on our part, poor Client service.
411.
Price, extras (options we dont include)
412.
Price, features
413.
Price, lack of attention
414.
Price, Less resources
415.
Price, product range
416.
Price, relationships
417.
Price, shipping costs, lack of listing with competitors for some search terms.
418.
Price.
419.
Price. Visitors find the other site first.
420.
Price; work sometimes late
421.
Price-Location
422.
Pricing (3)
423.
Pricing & communication, i dont think we communicate effectively to our prospects.
424.
Pricing and more privileges offer to members
425.
Pricing or the competition uses unfair practice of bribing buyers
426.
Pricing, and they make more in person visits with that account. Better relationship.
427.
Pricing; existing relationships they may have with key decision makers
428.
Probably price and limited resources [1 person vs. global PR agency].
429.
Probably a lack of understanding on their part to these non-traditional approaches.
430.
Probably lack of credibility because I dont have a big name like Brad Sugars does
here in Australia.
431.
Procrastination Fear
432.
Product availability and price.
433.
Product mix; older established business; topical imagery
434.
products are specified by end user or decisions on product buying controlled by
Page 947
headquarters not in my territory
435.
Prospective customers not fully grasping the concept of an integrated service

provider. Example: For a product launch, services can be provided (in any
combination) like finding the right venue, arranging the catering, creating the
marketing copy and documentation format, handling the publicity, translating into
German/French for the benefit of VIPs from these countries attending, close personal
protection for these and other VIPs, venue security etcClients deciding to scale
down because of the cost factor and because they are not professionally minded
enough (we can do that ourselves; I know a guy whos a security guard; my
secretarys sister is a caterer; my daughter is very good in French at school etc).
436.
Prospects do not know the quality of our program, the real differences with the others
437.
Prospects dont hear about us. then they keep not hearing about us.
438.
Prospects looking for a magic bullet and them not wanting to do their part in making
the changes.
439.
Pt does not respond quick enough even though they come here as a last resort.
440.
Public acceptance
441.
Quality of trainers and relatively fewer /smaller clientele
442.
Rarely do if I see them face to face.
443.
Rate and costs
444.
Reason 1: They see more prospects than I do. Reason 2. Im a newcomer to the
game and dont have the credibility of the more established sales trainers
445.
References, Im just getting started
446.
Relationships and deep pockets.
447.
Reputation they have been in business longer Resources financial and human
they have more resources to gift things to the customer that I must charge for.
448.
Reputation (mine is still very little, Im not too well known yet)Search engine
optimization
449.
Retail stores are more convenient and sometimes the prices are very competitive
450.
Right now they have a Stronger name in market and are more accessible to the
masses.
451.
Right now, its because the business community at large doesnt know about me.
452.
sales pitch
453.
Scope and price
454.
Service and inventory
455.
Size and perceived specialty.
456.
Size of my company
457.
Size, price.
458.
Small organization, Not enough proactive research, Take too long to field new
expertise, Not able to market out products very well
459.
Some competitors cut prices more than I do.
460.
Some people insist on buying the lowest price without evaluating the proposals.
461.
Some people just dont want to download an ebook. I dont allow them to print it off,
some dont like that. My books are more expensive in some cases. Some people
Page 948
wont buy anything they cant see and touch first.
462.
Someone hears about them and not me
463.
Sometimes it is not competition people just decide that they do not need my
services (seminar, books)Competition is more aggressive, louder. Customers like to
shop nnova
464.
Speed and price
465.
Still quite new in this game
466.
Tell the truth not what they want to hear. Dont like me or office policies price
467.
The buyer shops for a rate and believes some misleading competitor or the other
realtor tries to get buyer to use their in-house lender(they get kickback) Neither of
these are big issues
468.
The clients dont know I me and what I do.
469.
The clients have already an established relationship with those competitors since
we're the 'newby' .
470.
The competition has been in business for a much longer period of time. We are not
situated in the best location
471.
The lack of reputation And longevity in this industry.
472.
The main reason we lose is because we werent in on the deal. We probably werent
in on the deal because our competitor had a previous relationship that we didnt.
473.
The mindset of most people is that they will continue doing what theyre familiar with,
even if what theyre using will lead them into bankruptcy. Therefore, a joint venture
will be new to them whereas hiring someone to lead a department is what will first be
on their minds. Second reason: Im not a yes man. I tell people what they need to
hear, not what they want to hear.
474.
The only reason Im losing business is because I havent duplicated my time by

bringing on additional sales reps.
475.
The only reason we lose business is the customer just doesnt know we are here
476.
The right course in the right location at the right time. Established street cred for the
membership associations.
477.
The two top reasons we lose business to these competitors are name recognition and
price.
478.
Their facility is newer , they say that they take more trips
479.
Their particular Insurance doesnt cover me but only a PhD; attracted to sliding scale
fees
480.
Their sales people are more persistent, most have a national product.
481.
Their sector knowledge in a specific technology, bigger with more resources

perceived as lower risk
482.
Their stuff is cheaper.
483.
There is only one LA studios impose restrictions on the software use.
484.
They are a lower price, perception that they are more capable due to size and
experience
485.
They are able to deliver faster or they are willing to fraudulently inflate values to serve
the needs of a client
486.
They are better known and do more marketing.
Page 949
487.
They are big, and can afford to do marketing that I cant afford.
488.
They are bigger with big brands. But I do guerilla marketing to beat them in my field
usable marketing for small biz.
489.
They are cheaper than me and we've also been on the wrong end of some awful
stories even though they were untrue.
490.
They are in the account before we are, and they are cheaper.
491.
They are longer in business and theyre better known, we do no t have enough
testimonials.
492.
They are not properly educated about their options to surgery and the other weightloss facilities have a larger budget for TV advertising
493.
They are not willing to pay my fees or we dont get along
494.
They are ready available in retail outlets.
495.
They are seem as better qualified (he is a CPA also).They have been around longer.
496.
They are there, Im bogged down with current clients.
497.
they beat us on price (mostly)their PR is better (occasionally)
498.
They convince our client to buy an inferior product at a lower price.
499.
They cut their commissions.
500.
They didnt hear about us, They think we are for smaller companies.
501.
They do a better advertising and networking than I did.
502.
They dont know about me
503.
They dont know I exhist. Prospects dont realize they could have a guaranteed ROI
on their training investment.
504.
They dont know we have it or can get it for them.
505.
They get my prospects on their LISTS. I have to be able to access prospects using
tools which will not allow my competition to access my LIST. I have to go to a Unique
Turnkey solution as well.
506.
They get there first, and they offer platforms that I cannot offer at this time, esp. for
restaurants.
507.
They have a better sales letter, and better price strategy.
508.
They have a large sales force generating referrals.
509.
They have a perceived better property in a better area.
510.
They have been in business longer. They advertise more.
511.
They have better branding and "time in service" on the Internet (and "Brick and
Mortar" world) over and above me.
512.
They have better participation with insurance plans, Im too slow.
513.
They have extensive market penetration, established multi-million dollar businesses

with huge opt-in lists that they frequently market to.
514.
They have more experience and a better track record
515.
They have more experience and Im still working on my sales skills. I also will look at
developing a USP.
516.
They have more general libertarian interest.
517.
They have more to offer during slow times.
Page 950
518.
They have the benefit of more longevity in the marketplace and a massive marketing
budget. They also have a large trained staff in place.
519.
They know what they are doing.
520.
They lie about costs, service/reputation cccs/ followup
521.
They offer a free BUT UNRELIABLE service
522.
They want 24-7 support. They want integration with other systems.
523.
They want results from the first mailing when it is only a test. And they say but you
are the expert
524.
They will provide much less than comprehensive care to their patients up to current
insurance limits $1000 to $1500 annually which doesnt get very many patients
healthy
525.
Theyre better known They have more institutional acceptance
526.
Theyre reaching them and Im not. Thats it.
527.
Think they can do it themselves. Dont want to outlay advance apyment.
528.
Timeliness of service
529.
Timing mostly. Others are irrelevant.
530.
Timing,
531.
Title company that buy their business and title company joint venture controlled
business entities. On the mortgage side in this market it is mostly lenders who lie
about the interest rate or fees to get the business then at closing the buyer finds out
that they are getting screwed but need the money so they will not recind the loan or
still move forward because they have signed a purchase agreement and want the
house and they do not have time to go to another lender.
532.
To electric massagers: because people want to have the work done for them and
relax, when they live by themselves.
533.
To small I am only a constant - My material is to complicated they want the easy stuff
(they don't want to thing to much to hard)
534.
Too early to tell.
535.
Too far away and our software doesnt meet the exact needs of the client.
536.
Too high a cost and unsurity about the demands of the financial source.
537.
Too little supply and not sustainable supply
538.
Too long time to market. Cant meet customers deadline.
539.
Too small a shop
540.
Too soon to say
541.
Undercutting on price and the fact that they dont have the restrictions on marketing
and sales that I have from those that regulate my profession.
542.
Unsure
543.
Usually not competition, usually they decide not to do the work.
544.
Virtually the only reason we lose business is price. The only other reason might be
that a potential client knows a competitor personally or has been referred to him by
someone he trusts, and is simply shopping my office to compare price.
545.
Visibility and clients unaware of our business name etc.
546.
We actively encourage shoppers to go to the competition. Rarely price. Better
Page 951
known Big Boy reputation.
547.
We are a new concept that is not totally accepted in our market.
548.
We are new and have not done as aggressive advertising and marketing as they
have.
549.
We are not known and we dont market properly
550.
we are not on any insurance plans where they have to pick from a list of dentists.
551.
We are small, with small money budget
552.
We are unknown; they are scared to change
553.
We aren't really competing in the open industry yet. We have our own safe haven
that barely covers our costs.
554.
We cannot accept more work due to capacity and the turn around time
555.
We can't fit anymore children in our facility
556.
We did not send out menus in advo, people are not seeing our menu with new offers
557.
We do not have the specific product the customer is looking for.
558.
we dont do personal selling reason: difficult to get good salespeople
559.
we dont educate our client correctly. Smoke and mirrors. The compet. Appears to
save them money.
560.
We dont have a proper referral system
561.
We dont have technology that can be used in large industrial applications. However,
we have a new technology that will help us with this.
562.
We dont have the lobby tactic with the regulators to obtain projects as we are limited
in staff, and we do not have an effective web to support us.
563.
We dont lose quality business to Jenny Craig or Weight Watchers, these are for
people on strict budgets. Stern and Lindsay we have not been able to forge a
recent strategic alliance.
564.
We dont satisfy our customers and pricing.
565.
We dont.
566.
We go against the grain and dont accept insurance to keep our own sanity, we
charge more due to the time we spend on people and service that we provide, we are
confrontational versus appeasing to the patients demands because it would make life
easier.
567.
We have a 91% retention rate.
568.
We have a 91% retention rate.
569.
we have less political connections- we can not give commission up front
570.
We have never had a client see if they could get a better deal because the advice is
independent and our research tools link in with all the product providers the client will
get the best product for their circumstances.
571.
We havent lost any business to our competition.
572.
We quit servicing and taking care of them the way we should. We lose our creativity.
573.
Were new, and havent built our reputation.
574.
Were too small- although in reality only two creatives service an account
575.
When a company uses my system they have to come up with upfront payment.
Page 952
576.
When it happens, it will be because the newsletter does not meet readers needs.
577.
When we launch our product line, the one advantage our competitors will have over
us will be testimonials. So one of my marketing objectives will be to aggressively
request testimonials from satisfied clients.
578.
Where it occurs: High profile (competitors), local presence (not virtual)
579.
Wish I knew them
580.
Wrong first time briefing (I work continually on that)
581.
Your solution runs on the IBM AS/400 (we want Windows once we determine this
we usually do not even bother to compete), we really favored another company and
we just brought you in to keep the other company honest (and we were not straight
with you when we shopping you), we selected a industry specific solution from people
we have known for years
Page 953
Question 52. How Much Follow-up do you do with A Client

After They Buy?
Question 52. How much follow-up do you do with a client---AFTER they buy? With
a prospect if they dont purchase? And with a client AFTER they buy.
1.
0,0,0
2.
12 months
3.
2 times per week for 3 weeks, 1 per week for the next 9 weeks if they do not show
interest I do not re-contact them
4.
3 times a month minimum. = client3 times a year if not
5.
3-4 times a year
6.
6 times in 12 days, clients almost daily, partners by need
7.
90 days coaching, on permanent mailing list, regular follow up some clients have
been part of my follow up for 10 years
8.
A consulting basis so this doesnt pertain. On-going. Non-buyers? Perhaps a

recontact with statistics and names of successes.
9.
A couple of calls, send Gift certificates for off massage
10.
A letter, bringing our name in front of our client every two or three months
11.
A little phone , letters, flyers
12.
A lot thats where the work is.
13.
A lot via email follow up campaigns.
14.
A lot with a client after they buy , very little otherwise.
15.
A lot with a client who signs up, very little if they dont.
16.
A lot!
17.
A lot, some, and a lot
18.
A phone call or letter to see if they want to book for next year.
19.
A thank you note or email after they buy
20.
About once every 2-3 months
21.
Ad hoc for all this is something that needs to be developed and standardized
22.
after - limited
23.
After a client buys, I will review their confirmation slips or other paperwork that they
get when a sale is made. I havent been following up with clients that dont buy.
24.
After a client has bought we follow up immediately after delivery to make sure that
everything is all right and then we usually follow up every 3-6 months just to touch
base. We usually dont follow up with a client very much if they do not purchase.
25.
After a client has purchased they receive a hand-written thank you card within a
couple of weeks, then they are added to my newsletter mailing list. If I don't close a
prospect then if I have their personal info I try to either call or write. This isn't
something that I've actually spent much time doing but probably should look further
into it.
26.
After Buying: CSI Card as they p/u vehicle. Thank you card next day. No Purchase:
Follow up phone call sometimes
27.
After client has purchased our product, follow-up is done in 30 to 60 days to see if
they are having any problems with our product and at the same time they are asked
for referrals. For those who decide not to buy, they are contacted my mail with flyers,
Page 954

After They Buy?
letters, and product information for about 6 months.
28.
After getting the refund(s) for a client or after a first or second refusal, an annual or
biannual letter or call to see if theyd like me to double check or check their bills for
more or first time refunds
29.
After purchase 4-5 times in they dont purchase possibly a followup call from sales
rep no formalized program or followup system.
30.
after purchase minimum of monthly. if no purchase - no follow up
31.
AFTER same as BEFORE they purchase approx once every 2 weeks
32.
After the buy we work together for about six month until the project is closed.
33.
After the customer buys I follow up with a phone call in two weeks to see how they
liked the products, if they need any additional or if they are interested in some other
products that I have to offer.
34.
after they buy: 2-3 times. They dont purchase: seven times
35.
After they buy: call 2-4 weeks after purchase Most of the time none, unless they
want a call back If someone becomes a business owner with me, then, every day or
so
36.
AFTER they buy direct mail With a prospect if they dont purchase further contact
from the sales person
37.
After they buy High (weekly)Dont Medium 2/3 calls
38.
After they buy still not enough. If they dont buy almost nil up until now.
39.
After they buy : we follow up with a Thank-you letter With prospect if no purchase:
None
40.
After they buy = Re-contact about once per year. After they dont buy = Re-contact
about once per year.
41.
After they buy I do a follow up on a monthly basis. If a prospect do not purchase I do

a follow up to determine what else the prospect would be interested in I do discuss
current situations and business philosophy I do follow up on a monthly basis after the
client buys.
42.
After they buy is not allowed by lenders. If a prospect doesnt purchase, ask if we can
work with them to secure loan further. Ask for referrals. If they dont want your
product and have indicated no cannot go any further with their permission due to
legislation.
43.
After they buy- once a week normally,
44.
After they buy they get a welcome letter If they dont buy I often dont send them
anything
45.
After they buy they receive a follow up call and a letter a few days later. We currently
don't follow up prospects that don't buy.
46.
After they buy we follow up until the job is complete. Prospect, if they dont purchase,
I follow up at chamber events and E-mail newsletter.
47.
After they buy we have an entire customer service department dedicated to follow up,
up-sell and relationship building.
48.
After they buy we talk to them by fax or phone monthly. We check back with those
that refuse our service every six months, or so.
49.
After they buy: maintain a dialogue and offer potential value-added services or next
step offerings that make sense to the client.
Page 955

After They Buy?
50.
After they buy->1 call 1 letter, calls as needed, 1 letter /month. Prospect->3 calls 2
letters
51.
After they buy-I do a post event interview. With those that dont buy-I call and simply
ask why they didnt choose my company. As stated in the last question this is the
reasons for now going with our company.
52.
After they engage us a lot; if they dont engage us - none
53.
After they sign up, twice a year. If they dont sign up we dont.
54.
AFTER: Depends on the requirements of the customers. Sometimes weekly for a

period to monthly. Often quarterly communication or once ever 6 months. If no high
demand, once a year. Prospects that dont purchase, typically not communicated with
after 6 weeks.
55.
Again, 90 day cycle of above
56.
Again, we are face to face with them while servicing their account.
57.
All buyers receive mailings. Prospects receive (sometimes separate) mailings
58.
All customers at least once with the tracking number email Customers interested in
newsletter in addition to above, each month with our newsletter. Non-buying
customers occasionally email follow-ups. None if website visitor who leaves without
buying.
59.
All the time. Everyone is on a constant upgrade pathNo matter if they buy or dont
buy. We manage lists very carefully though.
60.
Almost nothing.
61.
a lot
62.
Always ask for a debrief on a loss. Always do client assessments on projects we

win
63.
Always check to make sure everything is OK and they are happy 3months and 1 year
64.
Always every one is called monthly.
65.
Always follow up to learn how we can help them.
66.
Always ongoing in all cases usually by phone, sending info and leads to them,
finding articles from their competitors, etc.
67.
always ring a new client after a consultation, not always a prospect
68.
Always weekly phone calls
69.
An e-mail after 6 months. An e-mail after 1 month.
70.
Plus monthly mailings
71.
As I give an ongoing service, my follow up is several times a month. And, as I am

getting closer and closer towards the kind of people I really want to be working with, I
dont invest too much time with clients who have graduated my services. Usually, I
have moved up to the next level of client.
72.
as I mentioned, the company does mailing...each health coach is supposed to call at

least once monthly to their customers
73.
As many times as necessary
74.
As much as we can with limited resources.
75.
At least monthly
76.
At least monthly Almost never At least monthly
Page 956

After They Buy?
77.
At present Very Little
78.
Bi-annual calling of all customers, monthly mailing of all customers and biannual
mailing of all prospects on the database.
79.
Building up to a lot
80.
buyer: call for referrals nonbuyer: keep calling, faxing etc. until they buy or have had
enough of us. we don't quit after the first dozen no's.
81.
BUYING CLIENT: letter of appreciation & slides for insurance purposes, postcard
announcements of upcoming shows (about 2/year)NON-PURCHASING PROSPECT:
note to acknowledge their interest, express regret at parting of ways, ask to be
considered in the future
82.
Call a couple of weeks after installation reiterate that we are there also help out
with product setups / advice where possible.
83.
Call them once a year to see how things are going.
84.
call to see how they benefited from the program
85.
Call to sell them supplies and renewals.
86.
Care call to see how feel a day or two later. Otherwise very little, a confirming call
that approved and how to send in payment
87.
Client constant. Prospect seldom.
88.
Client after buyingonce a month. Prospectone every 2-3 months.
89.
Client after they buy is constant (monthly). Prospect no purchase (none).
90.
Client after they buy: monthly newsletter, loan servicing happens over 1-5 years so
they hear from us via e-mail when money is transferred. Prospects get the monthly
newsletter.
91.
Client after they buy: They receive material to promote the event, they receive
contracts and they receive a call from the artist to confirm the desired event content
material. Prospect that doesnt purchase: They receive future mail-outs, follow up in 3
6 months
92.
Client contact by phone letters email etc at least once weekly
93.
Client Followup Substantial Prospect without Sales Very Little Client Relationship
Building Some
94.
Client, after purchase, right after signing contract send a letter, call and set up
appointment to walk through about 10 days before start of service, that appointment,
call day after first service, 1 week after 1st service, generally monthly after things are
in operation, more often if any problems occur. If they dont purchase, we follow up
until we get a definite no, then follow up time varies from a month to 6 months
depending on their circumstances.
95.
Client-monthly; prospect-weekly
96.
Client-on-going weekly; Prospect-an occasional phone call or quarterly direct mail

piece
97.
Clients after they buy phone call the next day to acknowledge and re-assure their
decision to buy. Begin the service immediately with some quick wins or benefits. We
then work with the client on a weekly basis to identify and implement strategies so,
we develop a close working relationship.
98.
clients get weekly newsletter with current offers, nothing with people that dropped out
99.
Clients have a yearly surveillance meeting with our analytical teams. Clients are
Page 957

After They Buy?
invited to attend our seminars / conferences and receive relevant sector research
reports when they are published.
100.
Clients: I stay in continuous contact, at least weekly, in person or by phone.

Prospects: mailing to them every 3 weeks or more frequently.
101.
Conference calls and training with GMs, Parts (installation), Finance & Insurance,
and Sales. Depending on the dealership we will proactively call them 1 4 times a
month.
102.
Constant communications
103.
Constant contact discuss project and whether there is more we can do.
104.
Constant contact, were their Utility Company of sorts.
105.
Constant phone calls and letters.
106.
constant, since it's contact intensive. It just starts then. They get the montly
newsletter by e-mail and I try to pass by once every two months.
107.
Contact every few months. Prospect - only if meet them again
108.
Contact is fairly extensive while we are providing service. Afterwards, we contact a

few times a year (annual meeting notices, birthday cards and employment forms and
handbook renewal notices.
109.
Continual
110.
Continually after they buy and rarely if they dont purchase
111.
Continue contact monthly
112.
Continue contact through Quarterly Newsletter, some follow up phoning
113.
Continued contact via mailing list
114.
Continuous follow up with current customers
115.
Continuous follow-up with buyers, couple more tries with non-buyers
116.
Continuous.
117.
Customer is bi-weekly. Prospect is no less than quarterly.
118.
Daily to weekly
119.
Depending on the product or service. Weekly immediately after they buy, and taper
off to monthly or quarterly as appropriate for the customers buying cycle. Annually if
they do not.
120.
Depending on the relationship created whether they buy or not every month or two.
121.
Dont do enough
122.
Dont do much with prospects who dont purchase. Follow up with clients with email
newsletters.
123.
Don't buy: Stay in touch with different offers After: maintain relationship to see what
else they might need
124.
E mail
125.
Email - sporadic
126.
E-mail thank you, offers.
127.
Email, try to set up a follow up coaching call after the event but only do them with
maybe 1/3rd of clients.
128.
Embarrassingly little.
Page 958

After They Buy?
129.
Every 3-4 months
130.
Every month for buyers. Dont buys get twice a week for 4 weeks.
131.
Every prospect and client gets m 6-wekly email
132.
Every quarter a courtesy call is made to existing clients
133.
Every week
134.
Everyone get the same treatmentperhaps I should customize my responses.

People that do not purchase get no follow-up. Currently there is no mechanism in
place for that.
135.
Everything is done weekly since we have weekly contact in person.
136.
Extensive follow-up via telephone calls, emails, drop-ins
137.
extensively. Quarterly.
138.
Follow up and building a true trust relationship is KEY for our kind of work and future
positioning.
139.
Follow up call made within 24 hours after their initial call to us.
140.
Follow up is scheduled with a client after they buy to determine a number of things,
as mentioned previously in question 45. If a prospect does NOT purchase, I will
endeavor to keep our name in front of them on a regular basis indefinitely.
141.
Follow-up after they buy to see how they liked the service. Not enough with clients
that don't buy.
142.
Follow-up contact after a job has been sporadic and ad-hoc, it is a goal to do this
100% of the time this year and forward.
143.
Follow-up phone call; appointment to reinforce sale; 1/4ly appointments
144.
Follow-up throughout delivery, install, and apps training.
145.
For a client our plan is to follow up after one week, after one month and every three
months thereafter. For clients and unconverted prospects, monthly through a
newsletter
146.
For the clients that buy, a letter for post sell, call to keep upto date in funding process,
and referral generating phone call. If e-mail is provided feedback form through email. If they do not. E-mail in future time.
147.
Frequent visits
148.
General contact every quarter - but very little unless they have a specific requirement
149.
Get back to them 4-6 weeks before wedding for finalization
150.
Give them a letter after they become a client and a follow-up after the first three
cleans. After that, a phone call every month after that.
151.
great follow-up each quarter
152.
HARDLY ANY
153.
Hardly ever.
154.
Have frequent follow-up after visits
155.
Heaps
156.
I call a few times Maybe a call
157.
Have not marketed yet have just tested somewhat to test the waters..
158.
Clientcall to make sure everything is OKif not, we react rapidlywe show
Page 959

After They Buy?
concern, and give them the knowledge that we handle everything for them
especially problems. Dont buyadd to monthly newsletter and semi-annual catalog
programs, and hope for another chance.
159.
I always thank them for their business; and I always thank a non-buying prospect for
their time and interest in seeing me.
160.
I am constantly in touch with my clients because of the nature of what I do.
161.
I am quite confident with my service. It is getting the initial sale that is crucial.
162.
I am very bad NONE
163.
I call at least twice over two months.
164.
I call them after the sale, then a couple of weeks later and then every month or so.
165.
I contact the client with the x-tra letter, and depending on importance I contact the
customer over phone after some time, say a month, to here what was the importance
of the product we developed.
166.
I continue to follow up with auto-responder series for each group till they buy again
(and thereafter) or die (or unsubscribe)
167.
I do weekly to twice weekly follow-up with my clients. I do bi-weekly to monthly followup with those who dont become a client
168.
I dont follow up after people have bought as much as I should. I post new articles on
a members only site. Thats it at the moment, other than a prospect/customer autoresponder service I have at my web site... it follows them up for 1 year.
169.
I don't have any clients yet and I "move on" if a prospect says no.
170.
I felt we do very little on follow up
171.
I follow every customer and try to keep them for life
172.
I follow up at least once monthly
173.
I follow up sometimes as much as every week, I forget the ones that dont purchase.
174.
I follow up with a phone call and a thank you note thanking them for buying from me
and ask them for referrals to other people that might be interested in our products.
And the ones that do not buy I usually call and send them some literature.
175.
I follow-up as many times as necessary to make sure the client has exactly what they
want. I only follow-up with prospects that dont commit to an immediate project if
there is a possible project somewhere on the horizon.
176.
I generally follow up with these dead prospects. Some of them ultimately turn into
customers. With those that dont buy I check in 6- 12months later and there after 6months to 12 months thereafter. For a customer, I cal back frequently until the project
is finished and thereafter 3 months
177.
I havent been following up at all.
178.
I havent even closed my first sale yet! Up until now, I just dismissed the prospect
after they said no to my first appointment pitch.
179.
I like to make sure with one or two contacts by phone that they are satisfied and
utilizing whatever plan I laid out for them. If they dont buy, they go on my email list
and get info and keep in touch that way.
180.
I literally become one of the firm. See also last sentence of answer to question 47.
181.
I maintained a customer mailing list to tell them about sales or new items.
182.
I make a how do you do call.
Page 960

After They Buy?
183.
I offer a follow up coaching service for my clients. And I keep in touch with them at
least once a month.
184.
I plan to do sth about 50 in a year for both not counting special offers I will have
only automated follow-up by Auto-Response Plus.
185.
I plan to regularly contact them. Perhaps this could be done by offering a newsletter
with recipes and cooking tips.
186.
I provide tech support if they call.
187.
I see client weekly for many months, sometimes a couple of years. When the
coaching ends, we have no systematic follow-up for contact
188.
I send out twelve forms of contact in the form of, email, phone, fax, letter, and
downloadable white paper.
189.
I send them a monthly newsletter, I write them immediately when they have questions
or problems. To my business buyers, I write them separately once in a while and
give them something free usually.
190.
I stay in contact to track the results of my recommendations, etc.
191.
I stay in contact via email with my weekly Must-Know InfoTM Bulletin. If I see an
article that is of interest, I will email it to the client. If the situation calls for it, I will call
to discuss a review of their situation.
192.
I stay in touch through a weekly e-newsletter.
193.
I try to touch base with people after their lesson to see if they need any clarification or
would like schedule another session. Those that dont buy, nothing
194.
I usually call the client about a week or two after they buy to see if they have any
questions, and to find out if the report delivered what they expected or hoped it would
provide. I follow up by e-mail and then phone with prospects who have expressed an
interest. Although there havent been many examples of this type of prospect, I have
closed most of them by being persistent. The big task is getting them to express an
interest in the first place.
195.
I usually send a feedback questionnaire. With a prospect if they dont purchase?

None.
196.
Im available to purchasers for follow-up.
197.
Im working on that now so that I can stay in touch with everyone.
198.
If a prospect doesnt purchase I ask them if I can call back in a few months to see if
things have changed. Once a prospect becomes a client I stop in to see them from
week to week to make sure they are using my system to the best of the systems
advantage.
199.
If a prospect is initially interested but does not buy I make it a point to follow up
and ask them why and if I could have done anything different that would have made
them say Yes . I go to school on my lost deals.
200.
If prospect doesnt purchase I usually let them go unless there is something that
indicates that theyre a really big operator.part 2previously described I sales
funnel analogy
201.
If someone buys there is constant contact because I do consulting work. If I dont sell
there are usually one or two follow-up calls.
202.
If the people join the Business Development program we continually work with them
until they dont want any more assistance. We also Subscribe them to our email ezine
so we keep in touch.
Page 961

After They Buy?
203.
If they buy they will get a follow-up post card every 30 days. If they dont buy Autoresponders
204.
If they buy, once a month for the first year, if they do not buy 2 times a year direct
mail and maybe one or two phone calls.
205.
If they dont buy, see # 41 above. If they do, weekly e-mails or phone calls to see
how the animals are doing and if there were anything more that I could do.
206.
If they don't buy, unfortunately right now, no follow up. If they do buy, then they
continue to get more information about our products and services on a visit to visit
basis as they come in for care. They ar also invited to come workshops on special
subjects regarding health.
207.
If they sign up for the email newsletter, they get it.
208.
I'm in constant contact with a client after a sale. If they dont purchase no contact.
209.
In terms of ensuring they are satisfied almost nil unless a problem is suspected
210.
In the title company not much in the mortgage company a lot.
211.
Infrequent
212.
Initially, once a week, and after 2 months once a month
213.
Insufficient and not sustained. I dont have a system call up which reminds me when
contact needs to be made therefore it often lapses.
214.
Internet Sales: No follow-up after purchase. No way to contact if they dont purchase.
Fraternities. We offer a package to do a seminar as part of a group purchase. If they
dont buy we try periodic recontact. In the future we plan an e-mail newsletter with
tips on using the Career Portfolio which will be sent to both online buyers and embers
of fraternities who are part of a group purchase.
215.
It depends on the project, but we do a lot of follow up.
216.
It is a little hard to follow up as we do not really know when the potential client would
require our services. Clients use us on a project by project basis
217.
It is up to the individual sales person
218.
Its ongoing
219.
Its systematize that we send catalogues annually newsletters invites etc
220.
221.
Just the assignment
222.
Keep calling regularly to ask how things are going and what we can do to
improve/help
223.
Letters, emails, phone calls, post cards. No follow up with people who do not
become clients.
224.
Limited
225.
Little, if any
226.
Little.
227.
Little-I need to show the results to them better
228.
Lots
229.
Lots, letters, gifts, newsletter, direct mail and email coming soon.
230.
Low or nil
231.
Mainly follow-up with those who buys from us and further introduce more products to
Page 962

After They Buy?
them. To constantly go back to those who have not bought our product yet.
232.
Make a telephone call a few days later.
233.
Make sure they get what they were promised. If they dont purchase we follow up by
phone and check pain level.
234.
Make sure they succeed with our product. Make sure they can be used as a
reference.
235.
Missed prospects- never because there are so many new ones. Clients after they
buy..every six weeks
236.
Monthly
237.
Monthly letter to current customers 3-6 months for customers who havent purchased
and already went through our initial marketing steps
238.
Monthly personnel calls, letters, telephone, etc.
239.
Monthly we monitor results with some accounts, with others every quarter and other
every 6 months.
240.
MORTGAGES: after application done, be follow up to ensure legal paperwork dealt

with on time. Also might be life assurance to arrange and/or house insurance. If
prospect does not apply for a new mortgage, might agree date for follow up (timing
might not be right for a re-mortgage). Once completed re-mortgage, follow scheduled
for future date. ACCOUNTANCY: relationship is on-going by various means
241.
most of occurs around an hour
242.
Much as it is ongoing relationship generally
243.
My clients last for years - Prospect not to much I always have new ones to try
because of my referral system.
244.
My interaction with a client I work with is at least for a few months. After that I always
keep in touch for at least one month after expiration of the contract. If they do not
purchase I keep them warm at least with 2 follow ups.
245.
N/A yet
246.
Nearly all first-time clients get a follow-up call. Continuing clients get calls usually
quarterly. Lost prospects usually dont get a follow-up communication.
247.
New client gets follow up visit immediately after new purchase. Clients that do not
purchase are contacted regularly
248.
New patient letter telling of our services we offer.
249.
NEWSLETTER
250.
Newsletters only
251.
Nil
252.
Nil
253.
Nil with prospect that expresses disinterest. Client after sales follow up is as above
254.
No follow up ..(4)..
255.
No follow up with clients that dont purchase, follow up continuously with client that
buys.
256.
No follow up with prospects who dont purchase, unless we agree timing is wrong.
After client buys we speak/see them regularly.
257.
No formalized method
Page 963

After They Buy?
258.
No letters congratulating them on a good decision or reinforcement of their original

buying decision
259.
no limits, we follow up our prospects until they buy, or asking for unsubscribe,
260.
No real follow up system in place
261.
262.
No specific amount of time.
263.
Non purchasers none; client simple thanks
264.
None (48)
265.
None [this is a great tool Jay! Youve completely humbled me and exposed how little
Im applying the info youve shared with us and motivating me to take action]
266.
NONE other than Thank You Notes occasionally
267.
none right now but I plan on it. They do get a email after they make a purchase
thanking them for the business.
268.
None with a non-purchasing prospect, unless the decision was mad after we left the
meeting and then we do call to try to find out why we lost. We do follow up a great
deal with new clients because we must implement our investment program.
269.
None with a private prospect for previously mentioned reasons, but we will always try
to find out from a FD why their client has picked another coffin instead of ours. If a
private individual buys, we do not contact them after the funeral, but for a FD buying
for the first time we will always do so to find out how things went.
270.
None with the prospect. Quarterly with the client.
271.
None, unless ongoing customer
272.
None, what else can you sell after a home loadn and or refinance other that others
who need to refinance
273.
None. Im on to the next deal.
274.
None/daily contact with customers
275.
Not a huge amount if they do not buy keep in regular contact if they do.
276.
Not applicable yet. But I intend to follow up at least once a month with the clients of
my new joint venture partner.
277.
Not as much as I would like to. The email newsletter that I am planning would be a
great help for prospects. A separate newsletter for clients would be great as well.
278.
Not doing a very good job with this. Irregular follow up in both cases. Feast or famine
situation in construction is standard.
279.
Not enough (12)
280.
Not enough follow-up
281.
Not enough. Usually we send a thank you letter.
282.
Not good with after sales service at all Better with prospects\
283.
Not much (11)
284.
NOT MUCH HIGH TURNOVER
285.
Not much sad but true
286.
not much at the moment
287.
Not much due to time constraints.
Page 964

After They Buy?
288.
Not much formally
289.
Not much with the clients and hardly any with a prospect who doesnt
290.
not much, just the contact during the course
291.
Not much. Only if they have a problem.
292.
Not nearly enough, almost none
293.
Not nearly enough. They get a newsletter 4x a year.
294.
Not nearly enough. Time is the big issue.
295.
Not often enough. Once a year, maybe.
296.
Not really any follow up as most of them are coached on a regular basis.
297.
Not specific as needed
298.
Not sure what meant by follow up
299.
Not too much. 2 to 3 phone calls.
300.
Not very much
301.
Not very much (its wrong, isnt it). Currently with prospects who do not purchase:
nothing.
302.
Not yet selling
303.
Notes 1 & 2 months for last 6 months clients
304.
Nothing consistent.
305.
Nothing with those who dont purchase Our process is pretty involved with those who
do buy
306.
Numerous follow ups to complete the initial assignment, determine subsequent

assignments, and complete those. Additional follow up will be made to offer products
as they are launched.
307.
Offer FREE newsletter, we plan on offering a Enter to Win contest (to keep them
coming to site) They are in database, for future promotions
308.
On going client satisfaction polling.
309.
once
310.
Once a month
311.
Once a month after purchase every two days before they buy
312.
Once a quarter
313.
Once a year
314.
Once every 1 3 months.
315.
Once every so often
316.
Once for each
317.
Once someone becomes my Client, I am a member of their family. I am in constant

contact with them throughout the project. Past Clients stay in touch with me and I with
them on a friendly basis. Many will never be repeat Clients, but many will not hesitate
to refer me to friends and acquaintances. Most individuals do not build several multimillion dollar homes in their lifetimes.
318.
One thank you.
319.
ongoing
Page 965

After They Buy?
320.
Ongoing and continuous until they either start buying or request to be dropped from
our contacting list.
321.
ongoing involvement
322.
Ongoing relationship, lots
323.
Ongoing.
324.
Only as above
325.
Only when I see them again or I bump into them in town.
326.
Our business is dependant on not one project order. Instead, the ideal client places
multiple orders, often weekly. Or, they publish a periodical monthly, semi-monthly, or
quarterly. After they buy, there is constant communication during project production
because of the process which demands proof approvals and tight scheduling. After
one project is concluded, there is continuous follow-up by sales and sales
management with clients and prospects because of the ongoing nature of their
purchasing process.
327.
Our clients get a post-project questionnaire where they answer about 10 questions
regarding the project, our effort, impact and feedback from their employees. We
follow up with prospects about every month for a 4 months, and then unfortunately
will let them die. Maybe we try again in a year, but thats it.
328.
Our database automotives this follow up process they get 7 days, 15 days, 30 days,
60 days, 120 days and budgeting program will allow to get in front of clients 5 times a
year
329.
Our marketing and training is rolled into one. Meaning our trainers are also our
marketing staff. Once a user decides to purchase our software they are trained for 23 days which is the first contact after the sales cycle. After this their only contact with
our company is either through support if they are having problems or our receptionist
if they are ordering forms for their printers.
330.
Our new program is for up to 12 contacts for a prospect. Once a Client, we are
developing a followup vehicle (ezine or newsletter) that we will generate and send
every 3 weeks forever.
331.
permanent
332.
Phone occasionally and newsletter quarterly.
333.
Plan to continue working with employee benefit clients to help them grow their
businesses
334.
Planning to have a lot of feedback after the sale is made. Nothing with the purchase
declining prospect
335.
Post-purchase: Intensive in software sales. Service agreement ensures frequent

contact. Post-presentation to prospects: almost nil, only if they are receptive.
336.
Probably letter and discount, and bulk discount rate, membership.
337.
Probably not enough.
338.
Prospect that doesnt buy, none. After they buy, 2 times a year personally- 6 times a
year corporate.
339.
Prospect 1 time; client 5 to 10 times (explore their wishes)
340.
Prospect: I will check back periodically (quarterly at the most). Client: Im in frequent
contact throughout the engagement.
341.
Prospects are set up in a tickler file to receive continual monthly follow up by phone.
Page 966

After They Buy?
Clients receive monthly phone calls and monthly visits if local.
342.
Purchase: informal satisfaction survey by phone/email. Dont purchase: no follow up.
343.
Quality is critical but thats about all so far
344.
Quarterly
345.
Quite a bit.
346.
Quite a lot as I am with the client regularly. Prospects that I lose, I normally send
them a letter of regret. Thats about it.
347.
Reasonable amount on all fronts but could be more.
348.
Recontact continually over time via phone, face, fax, tradeshows
349.
Redundant.
350.
Redundant. At the retailer level after they buy have service calls generally once per
month either by phone or in personWith a prospect as agreed at time of
presentation and at least within 90 days usually a phone call.
351.
regular and consistent
352.
Regular check ups.
353.
Regular communication weekly/monthly/yearly
354.
Regular follow-up with all clients and prospects before during and after including hot
prospects who dont buy.
355.
Regular phone and email contact
356.
Regular phone calls, emails, up-selling product information and education.
357.
Regular reviews/newsletters
358.
Regularly. Most in case of complain only. May be once to check if every think OK. If
didnt purchase I contact regularly but finally give up.
359.
Right now very little.
360.
Sadly, none
361.
Sadly, we dont have a systematized follow-up right now.
362.
Same, a few e-mails.
363.
Satisfaction surveys after projects completed, ongoing contact with prospects we lost
they are added to our mailing lists.
364.
See answer to question 49. With clients that have purchased, rarely a day goes by
when we dont communicate with the client. We relationship is best described as an
outsourced employee rather than as a consultant. We want the Pres/CEO to look at
us as if we were the in-house VP of IR with office just down the hall.
365.
See cycles above
366.
See them at least 4 times per year. twice per year
367.
Seldom unfortunately.
368.
Send out mailing about 4 times a year.
369.
Sending monthly newsletter, hosting a seminar every 3 months
370.
Sequence of mailings for both
371.
Service is weekly coaching and ask how can coach them better. Not got system for
follow up for people who dont buy.
Page 967

After They Buy?
372.
Since coaching is ongoing, I have a lot of contact with a client. If they dont purchase,
Ill have minimal contact
373.
Since our customers are repeat buyers we are in ongoing contact with them.
374.
Since our program for Foreclosure Rescue is so unique and exclusive, we dont worry
about those who dont go with us. They will either come back or will go on with life
and lose what they have. We dont have time to deal with those people right now.
Later on, if we dont have anything else to do, we might try going back to them. The
clients that do buy into our program will be set up to be our client for life.
375.
Some (2)
376.
Some follow up. I tend to irritate people at some points.
377.
Some, mostly I keep them on the newsletter mailing list.
378.
Sometimes nothing
379.
Sporadic e-mails and calls no set schedule
380.
Start up still
381.
Still in the development phase.
382.
Still working on AFTER they buyBefore they buy I would usually only follow-up
once and if they didnt call back I let them go. This is something Id like to take a look
at and would like to know how many times to follow-up with someone as well as how
to approach them.
383.
Survey/regular contact after end of service commitment, regular visits
384.
Thank you and offers to do tune ups (free presentations) send articles relevant to
their industry, calls.
385.
Thank you notes to both and follow up phone calls with clients.
386.
Thank you notes, special occasion cards (birthday, anniversary, etc.), periodic
informational letters, newspaper clippings about them or their interests
387.
Thanks you letter, on going personal visits, 2 per month average. If they dont
purchase there is usually very little personal contact. Especially if it is a 5 year
contract.
388.
The best follow-up is with clients on contract. Contact is constant. For retail and
services bought, contact follow-up is very sporadic
389.
The buying client will never stop hearing from me until he says, "Stop!". - The nonbuying prospect will hear from me at least 7 times (usually more) unless they ask to
be removed from my list.
390.
The client is generally contacted twice a month. The prospect is re-contacted

periodically, but not on a specific time table
391.
The follow up answered here and asking for referrals. Yes honestly I sometimes have
to push myself to remember to get the referrals.
392.
The prospect. I currently dont have a method for tracking a prospect. Once I get a
direct mail or email list, I will be able to create a sequential marketing campaign. The
client. I follow up with a client through a cover letter with their purchase, this letter:
Thanks them for their purchase Encourages them to refer others to me by offering
discounts on future purchases Gives a brief overview of my company Opens the door
for future purchases. I have added this letter to the appendix.
393.
The same for all. I treat customers and high potential value prospects the same.
394.
The work is ongoing so I see them every week.
Page 968

After They Buy?
395.
There are always between 7 & 10 contacts.
396.
There is constant communication with all of them, especially new customers.
397.
There is continuous follow-up with clients after they buy because of the nature of the
services they are buying. There are continuing discussions, meetings and
presentations throughout the consulting process. We keep in contact with clients that
dont purchase but its more like the contact you would have with a client that didnt
buy a widget or some other industrial product. It should be much more frequent and
intense that it currently is.
398.
There is no formalized marketing done at initial contact other than an offer is made to
join my mailing list. After the sale, a thank you letter is generated along with a follow
up are you satisfied letter (asking for referrals) and those names are added to my
list. If a prospect doesnt buy and doesnt join my list then no further follow-up is
done.
399.
They are immediately placed into our database and receive emails 3+ times per
month educating them as well as monthly direct mail.
400.
They are recalled on a regular basis with phone calls and letters.
401.
They get monthly contact with my newsletter.
402.
This is REDUNDANT. See above responses.
403.
This is the area where we are now directing our attention. We are good with our
follow-up with customers up to the containers delivery, and we check in a few days to
ensure that everything is OK. After that we generally leave them alone. For prospects
that dont purchase weve just prepared a lost sale letter which well be
implementing as a standard part of our enquiry process shortly. We do nothing to
stay in touch with expired hire customers or sales customers. This is largely due to
not having anything else to offer them (i.e. product or service) or anything further talk
to them about unless they have a need for another container, in which case theyll
initiate a further conversation with us.
404.
This varies totally. There is, however, no plan in place for follow-up other than
announcing future books.
405.
Three direct mail pieces yearly and an evaluation form
406.
To little, I know
407.
To this point it has basically been through the emailed newsletter which is monthly.
Once I can get a mailing program working, I will set it to follow up after buying and
after inquiries. Recently I contacted someone when I got their order, basically I
wanted to convince them to take another similar product that I had on special (I didnt
have the one they wanted on hand, they still wanted the original product they asked
for, but took the other at well. Made me think what am I missing out on here?
408.
tons
409.
Unless a client told me that please do not call, I try to call them back in two months. I
also try to get an appointment so that their calendar is clear on that date.I try to
remain in touch with clients on a regular basis. I try to call them once a month.
410.
Until its finalized
411.
Up to the salesmen
412.
Usually a call or two
413.
Usually follow up initially either in person or over the phone. with a prospect that
doesnt purchase one or two visits is the norm.
Page 969

After They Buy?
414.
Usually we follow up on quotations
415.
Varies
416.
Very infrequent. We make attempt (feeble at best).
417.
Very little (18)
418.
Very little should follow up more regularly
419.
Very little after they buy. I keep after the client if they do not buy.
420.
Very little if any at all
421.
Very little if they dont originally purchase, and if they do its generally an ongoing
conversation
422.
Very little or none.
423.
Very little with a potential client if they don't purchase. If a client does purchase,
there will still be very little unless there is reason to believe that he may purchase
additional land.
424.
Very little, should do more
425.
Very little. We do more with a client after they buy because there is a lot of set up
involved. But I would say we really only do the minimum follow up and are not very
effective in cementing their decision to work with us.
426.
Very little. A quarterly follow-up after they buy. No follow-up with prospects that do
not purchase.
427.
Virtually none (2)
428.
We are a retail business, therefore most of this is not applicable. We dont capture
address, phone #, etc. because men dont want to give this info out just to get a
haircut.
429.
We are in business only a short time, not answer yet
430.
We are in contact with them daily at first until they are used to the software.
431.
We are repeating the same question. After they buy, for the first three months on
once per month basis. After that once every 6 months. Besides, a monthly newsletter
(printed). For prospects if they dont purchase information to hurry or else they will
need to wait half a year, monthly newsletter and then information that production
capacity is back.
432.
We call, write, make direct contact, provide information. With prospects our contact
has been more limited and works out to about once a quarter after sending out
several pieces.
433.
We develop and nurture a long-term personal relationship
434.
We do not follow up. (2)
435.
we do the same amount of follow up mailings to each category, or calls is appropriate
436.
We follow up constantly with clients that have bought, none with a prospect that does
not buy
437.
We follow up regularly with a client after they buy. We dont follow up for a year with a
client if they dont purchase. We are changing that on products (as opposed to
services).
438.
We follow up with calls (2)
439.
We have a plan with customers after they buyaccount management is very

proactive during first 90 days, and beyonddont do anything with clients who dont
Page 970

After They Buy?
purchase
440.
We have an authenticity card they can send in to register as a collector, we then send
them a newsletter that comes out a couple times a year.
441.
We have an extensive database of customers and we have an after sales department

targeting these existing customers.
442.
We have meetings with them and let them know of what is happening and make sure
that they are happy
443.
We have usually one to five email conversations as a follow-up with a client if they
dont buy directly. However, with those buying our services we have daily contacts or
several times a month mostly by email, and from time to time by teleconference, as
required.
444.
We havent done anything significant with prospects who dont buy. We are much
better at looking for the next opportunity with clients (e.g. notes on 41)
445.
We keep close and constant personal contact after a purchase.
446.
We maintain a continual contact with clients monthly meetings and reports mainly
447.
We maintain regular contact, but dont have a clear system for doing so.
448.
We need to do more follow up
449.
We phone all clients after they buy and email them if we cannot get them on the line.
Prospects: Newsletter, I also intend to run a parallel sequence of special reports
450.
We provide ongoing support through phone, e-mail and chat, but we do not actively
follow-up customers.
451.
We really keep in touch as much as is possible
452.
We recently incorporated an initial process for the follow up but we have not yet
implemented it.
453.
We schedule follow calls during the year based on buying patterns
454.
We see clients daily
455.
We send out a Thank you letter with our Federal EIN, and a quarterly newsletter for
buyers and a prospecting letter for non buyers.
456.
We send questionnaires only to customers who buy to determine their attitudes about
the sale and products received
457.
We send them a letter and thank you if they retain (Shannon check!
458.
We service accounts well; Prospects E-zine, letters & offers
459.
We speak with family members of current participants every 2 months or so just to

check in but we generally speak to most of them weekly because of their concerns,
schedule changes, questions, etc. we also send them a quarterly progress report
460.
we speak with most clients on a daily basis and check with non-sold prospects on a
periodic basis based on ACT calendar of calls
461.
We spend all the time with a patient to get their result if they buy, if they dont we try
to follow up with a why not but if its not something we left out in our sales approach it
is simply that they dont value themselves enough to follow through and usually would
not be worth the bother. We toy with the idea of reactivation but if they dont get it we
cant force it down their throats so we put our energy on those who do.
462.
We try to stay in touch with current customers at least once a week. This will be
enforced with the rollout of a new weekly project status report well be emailing to all
of our clients.
Page 971

After They Buy?
463.
We work closely with the client immediately after purchase we dont sell a
membership and then run off.
464.
We write to them and thank them for their business when they buy from us and see
them once a year. If they dont purchase we dont do anything.
465.
Weak!
466.
Weekly
467.
Weekly and sometimes twice / three times a week contact for 12 months. Havent
purchased: fortnightly email newsletter.
468.
Weekly contact at the very least for up to 2 months. Gift basket/hamper 3 days after
purchase, movie tickets a week later, lotto tickets a week later, One personal visit for
implementation, weekly calls to check on progress etc
469.
Weekly email follow up.
470.
Weekly emails to make sure they are happy, reminders to do certain things at certain
times
471.
Weekly, bi-weekly visits
472.
Weekly-Seldom-Weekly
473.
Welcome letter, letter of offer occasionally., often none.
474.
When a prospect buys from me, I write to thank them immediately, offer them two or
three free gifts as a way of saying Thank you, then keep in touch once a week or 15
days, offer them a free bonus or special discount from time to time, and tell them
about any new releases Im planning. When they do not purchase, I keep them on
my announcement list to receive future promos so that they have another chance to
become my paying customers.
475.
When a prospect buys from me, I write to thank them immediately, offer them two or
three free gifts as a way of saying Thank you, then keep in touch once a week or 15
days, offer them a free bonus or special discount from time to time, and tell them
about any new releases Im planning. When they do not purchase, I keep them on
my announcement list to receive future promos so that they have another chance to
become my paying customers.
476.
When they buy weekly when they dont I do not do much
477.
Will be working on newsletter for those who have no email address to keep them in
touch through valuable content they can use immediately.
478.
Will ensure clients who bought are completely satisfied-phone

call/mailer/questionnaire. Also personal visit to their home if within the area to ensure
they are completely captivated with the product and their purchase experience. This
would be entirely true for personal design consultations. For prospects who dont buy
would not pressure them but try and ascertain what their objections are and
overcome them by stressing the lifestyle changes and positive benefits they would
achieve, besides providing a good value for their dollars spent.
479.
With a client regularly, with lost causes we dont
480.
With a prospect if they don't purchase - maybe 3 or 4 times by phone.

client AFTER they buy - no follow-up!
481.
With active clients, we constantly follow-up, as we have an active project whereby we

typically have people onsite interacting with everyday. We also have frequent
project reviews and sanity and satisfaction calls. Prospective and inactive
clients, the level of follow-up is depending upon the type and status of the clients
business.
With a
Page 972

After They Buy?
482.
With advertisers ongoing to reaffirm their ongoing placement With readers through
web site and each issue.
483.
With client: until the job is completed. With prospect: until they buy
484.
With clients that dont purchase from us we dont generally follow up with them.
Clients who purchase from us we follow up with every week or couple of weeks.
485.
With clients, we follow-up by phone to obtain feedback and satisfaction and identify
future needs. For prospects, we dont. Maybe we should!
486.
With most clients, I follow closely for several months. But I dont have a plan for
following up with prospects if they dont purchase
487.
With my customers often with end users just initial follow up and sporadic after that
488.
With my previous clients, After they buy, I come back a week later to deliver their IDs
and the medical directory; none with those who dont buy; and after they buy, none
so far, but a letter is being written for this purpose.
489.
With partners/clients follow up is constant as we work together throughout the season

and after planning for the next. None committed or potential clients follow up is
intermittent, till next preseason when we try again.
490.
With prospect that dont purchase: monthly calls to check on the status of the
competitor design-in With client after buying: on 24/7 to help solve problems caused
by our solutions.
491.
With prospects-none With clients-twice a month
492.
With the customers that dont buy we do not have any follow up. With the customers
that do buy . we have them complete a customer survey and ask them to write the
names of referrals .
493.
Yearly follow up letters offering to update information or offering to assist friends and
associates for a client discount on future services or a finders fee straight off the top.
494.
Yearly revue
495.
Yes after they buy from us. No if they buy from someone else
Page 973
Question 53 Do You Ask for Referrals, How and How Often?

Question 53. Do you ask for referrals, how and how often?
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0
1 in 10
1 or 2 per year
1x per month
2/3of our patients, at the end of our visit, for the last 35 days.
25% of the time
50% (3)
80% of time.
88% our business comes from Referrals, this constantly pushed to our clients every
letter, newsletter, phone all relates to giving us referrals
A really interesting question. For the last 50 questions, I have been saying that my
business is built on referrals, but I dont ask for them! Wow!
A time of purchase and month after sale
about 5% of time.
About a month after a sale
About once every 2 months, saying that when they refer me to other companies, I
then increase my resources so I can help my current clients even more.
About once per year
Absolutely, every time. If they dont think there aquaintances have a happy
communication home then we recommend that we be that home.
After a 3 month period, we will speak to our customer who hopefully has had time to
see the benefits we offer.
After case !
After closing a sale, all the time.
After completing installation and understanding that client is satisfied and then every
three months in a newsletter, every half a year a special gift campiagne.
After each presentation, Id request for 3 other contacts to follow-up
After each sales a total of 5 referrals is requested.
After every deal closes and will go back to ask them every quarter.
after every project
After every sale.
After every successful meeting
After I check with the client to see how things are going.
After one on one consultations by a personal visit
After product demo - who do you know that could benefit from these products?
After project is complete and customer is satisfied. Not very effective in my industry
because of nature of my clients positions.
After seminar, using feedback sheets.
After some inner silence, I have no process for that. Its completely sporadic
After the sale has been consummated or refusal to purchase. During each sales call.
All automated with auto responders
Page 974

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All clients
All the sales reps are instructed to do this and we send out occasional messages by
e-mail reminding our clients about this opportunity to save.
All the time (4)
All the time and we flat out ask if they have anyone who would like to get the service
and results that they just got.
All the time. Asking clients if they know of people that I can help in the same way.
Almost all the time but the teachers just dont know teachers in other schools
Almost every communication.
Almost every meeting.
Almost from every client (I admit I forget it sometimes, but I can always go back)
Always (8)
Always ... but only once, after the seminar on the feedback sheet.
always, but very tentatively as this is considered unethical in our line of business here
in Europe
Always, however we havent earned any new business from this yet.
Always, when our clients are successful
Approx 30% of the time
As above, we havent figured out a way to get referrals from people due to
competition.
As directly as possible, after some relationship is established, or sometimes earlier,
when there is just some rapport, but this business is unlikely to develop into a client
As often as possible
As often as possible.
As part of the ongoing dialogue
As we target the corporate world, clients hesitate to give us referrals. Consequently,
we call people around them.
As yet, no.
ask after the sale
Ask for on both sales calls.
Ask for referrals to friends or business associates who could benefit from the same
products and service. How often depends on the relationship.
ask if they have friends or family that could use our service. With each client while
showing property, writing the offer.
Ask if they have other business associates they can refer us to. Dont ask often
enough. Currently developing a referral process to make this more regular.
Ask infrequently. Im based on servanthood strategy where on their own Im referred
Ask them if they can think of anyone else who could be interested. I do that as often
that I remember to do that, perhaps 30%
Ask upfront but do not follow up
Asking if they anyone with similar problem. Always after finished work
At each monthly meeting
At every third or forth patient visit.
At every training course
At finish of every face to face meeting and in all communication and follow up
materials
At Guests check out and in electronic newsletter
At least 1-2 times initially and then quarterly there after if our system works properly
At least every 90 days. I primarily let my clients gift a 30 minute phone consultation to
their clients that meet specific criteria.
Page 975

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At least four times a year do not get a high response rate.

At least, not explicitly!
AT our seminars and then personally when in discussion with client.
At some events the audience is offered the opportunity to receive a business card
with contact information. Occasionally a name and address is taken for future followup.
At strategic times
At the close of sale we offer discounts on future services if they provide referrals and
the referral purchases our services. Plus they get additional entries into our
giveaways
At the end of a project, through the evaluation form
At the end of each engagement.
At the end of every job. This just started last year
At the point of sale
At the right time, everytime starting just with our last planning retreat.
At the sale and in all subsequent contacts
Automated response incentive with every purchase.
Before and after securing business.
before, during and after the sale. we also pay referral fees to them.
Bi-monthly
Building the strategy into the sales process allows me to ask for other businesses
whom they service or patronize in order for me to have an opportunity to meet and
uncover some of the hidden potential in those businesses. When they dont buy
anything, we still ask for referrals over the phone or on the feedback forms.
But not consistently or often enough from current clients or prospective ones.
But not often enough. I will change this.
But not structured
But not very often
But were just starting a procedure thats asks for referrals.
By actively asking; after completion of an assignment
By fining out about their friends and family through dialog and then offering to meet
By letter/email, when I remember
By mail quarterly.
By mouth, whenever they make payment.
By offering them a percentage of profit every time I send out a mailing
Depends on the rep. We train them to ask for referrals.
Directly, every prospect and client
Dont know how often because a lack of sales control.
Dont know how often because referrals are at the sales rep discretion not
measured.
Drop the issue in at various times during initial meeting. Try and get them at all
stages but best time often after re-mortgage has completed
During follow-up calls and in meetings with customers.
During follow-up visit, via email, *we pay a referral finders fee
during initial client meetings 4 & 5 Twice annually by separate insert in newsletter
Listed as value brainstorming agenda of each acct review
During most visits
During the engagement and as the engagement winds down. Again 90, 120, 180
and 360 days after the engagement
Page 976

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During the first or second meeting with a client.

Each client each service
Each client one time.
Each email, sporadically
Each time of meeting
Email and call, every 2 months
E-mail and direct mailings will invite prospects to pass special offers along to friends.
E-mail letter. Very infrequent
Every 2 months
Every chance I get. Is there any one you know that could benefit from our service?
Every chance we get
Every contact (4)
Every customer (2)
every interaction with the client
Every month in different ways.
Every new customer, at the end of the mission. I ask him to make me a closing letter
with an evaluation of my work
Every newsletter
Every opportunity (2)
Every opportunity. Networking, incentives, friends, existing clients
Every phone call.
Every prospective client that declines, and all active clients.
Every so often
Every time (9)
Every time I get a new Client or a new contact; business associates I know, at the
grocery Store, Post Office, at Walmart
Every time I make contact.
Every time that we talk I ask for referrals.
Every time the project goes well, in the form of written testimonials
Every time we deliver a shelter and the customer is pleased.
Every time we meet.
Every time we produce a great result, we ask for referrals.
Every time. However it is rare that I get those referrals except in the form of a letter.
Every visit.
everyday
Everytime I do business.
Everytime I know a trend setter is aware of my product and its benefits.
Everytime there is contact. Unless they start cracking jokes about it
First as an integral part of our proposal, with language such as The only other cost
of this engagement will be our request if you are truly satisfied with our work as we
expect you to be that you provide us with three business referrals. These would be
for companies which have similar unfulfilled needs as you have now. We have found,
as Im sure you have as well, that referrals from satisfied customers are the most
powerful way to grow ones business. Then, once the engagement is completed, we
will ask every 6 months or so if they have anyone else in mind that we should call.
From agents initially, and from clients everytime meet with them.
From all of my current clients, and prospects. I am even working on getting referrals
from our competitors.
Page 977

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From banks etc and current businesses on the program.. We dont seem to be able to
sell our system. We are shithouse marketers. Sometimes I think the business
owners feel it is just to hard and too much work to fix their business problems.
From existing clients but not enough and not on a consistent basis.
From happy customers, not often enough.
From satisfied customers, not very often.
Hardly ever.
have a special form that we give to our clients
Have not in the past. Will now.
Have thought about it but not implemented the strategy
Havent put that into effect yet for the website business.
Here is an area where we can stand a lot improvement. We just ask them to tell their
friends about us. But we dont have anything systematically in place.
I am going to institute this into the selling process.
I ask each client for referrals in the cover letter that comes with the report.
I ask for 3 referrals at the first session, before I start.
I ask for referrals during and at the close of a sale, and in the months and years that
follow the first or next sale.
I ask for referrals from satisfied clients on an ongoing basis.I develop a list of ideal
prospects I would like to do business with and ask clients and centers of influence to
refer me.
I ask for subscribers to our free monthly e-newsletter to forward it to a colleague, and
this has had some success. But as far as asking for referrals from paid clients, I dont
know how to do this in our industry. The problem is that a given report is typically
purchased by only one person at a company. So their referring to a colleague is
meaningless, since the colleague is not going to buy the same report (although he
might buy something else in the future). And most people who work at a particular
company are not likely to call up their counterparts at competing firms. Therefore, I
have set up no formal referral systems, and it is one area that Id like to develop.
I ask if they know anyone who would benefit. 2 or 3 times
I ask my contacts every 6 months. I get a few but most are not that good. My
strategy is to use the free seminar to close a number of one shot deals - convert a
number of those to full year service deals, and then get referrals from these clients
every 6 months.
I ask who do you know who is looking to buy or sell real estate right now? Some
clients I have asked more often than others. Some I havent asked at all.
I didnt before Jays seminar, but I certainly do now! I ask for them from everyone
with whom I have more than a fleeting conversation (I give out postcards w/one of my
art images on it, and ask the recipient to write whatever notes theyd like to make on
the back)In the future, I plan to ask upon delivery of finished work, and with each
subsequent written communication (eg. newsletters)
I do ask for referrals whenever I sell or sell again! I ask who else do they know who
may derive benefit? Many people do respect the privacy of other people and do not
divulge contact information. However, I have seen that every man/woman do have a
price and if they can benefit more they will divulge some more information.
I do ask my centers of influence by not my current clientele.
I do it at least once a month and have offered a referral fee too
I explain the kind of client I'm looking for, tailored to fit into their experience
I give the client a few business cards after each and every treatment. One to keep for
themselves and the others to pass on to their friends, relatives and acquaintances.
I give them business cards but do not directly ask for referrals.
I have a affiliate program I offer to pay a 25% referral fee. This message is in the first
Page 978

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three emails.
I have an on-going referral strategy that has me recruiting centers of influence who
will wholeheartedly refer my business. I do the same for my affiliates.
I intend to institute a formal procedure for getting referral from clients
I simply tell my clients that I appreciate referrals.
I tell them about it on the first appointment, and I ask and get referrals on the second
appointment.
I tend to ask for referrals after I have performed the work. I use a technique while I
am working with the client of gathering names without the client realizing it and
making a list of those names. Then, when I have completed my job, I sit down with
the client and ask him who on the list should I NOT contact. MY objective is to weed
out those who dont meet my criteria of ideal prospects. When initiating a working
relationship with a prospect, I also mention that I am paid in three ways: a. Through
commissions from the sale of insurance products, b. Through referrals, and c.
Through a testimonial or endorsement. I particularly like the two question approach I
learned from receiving Jays materials: a. Where do you keep the names; and b.
Lets start with the As.
I try to remember to ask on a call at least once a month.
I usually ask satisfied clients directly for referrals at the systematic of an engagement
and ask them again for referrals when new clients are needed. A more disciplined
schedule for follow-up with past clients will create many more opportunities to ask
them for referrals which should strengthen this approach.
I will as a condition of doing business.
I work it in during the beginning of a relationship and explain it is part of working with
me. I.E. Patty Lund technique
If I feel I need to remind them directly I do, but more often we get around in the
conversation where the customer suggests it. I like that better. I would like to create a
communication tool to express my gratitude if they do refer. I have also paid some
money to people that asked to be reimbursed. Frankly it never felt truly satisfactory,
most likely to them as well. I stay away from linking it with money if I can. Not
because I am cheep.
If you know of someone just like you wed be happy to help them too. When there
was a good result after treatment
In all correspondence and on the web site.
In annual newsletter
In BNI but it doesn't work.
In conversation during loan process and after closing.
In each postcard mailing done to current customer
In every contact with the customer
In every seminar and when clients start working with us.
In house while we are working with the individual. no real system is set up.
In my thank you and in my follow-up letters. Also on my site.
In newsletters, while they are in, in thank you notesby providing them with gift
certificates for their friends and family. We always are subtle and position it as a
gift
In person and once every other meeting.
In person, occasionally
In person; in writing; right after event
incentives to students for referral of other students and to clients for other clients
Inconsistently
Infrequent
Page 979

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Integral part of our partnership strategy. However, we dont from advertisers or

readers and that is probably a mistake.
It is more informal with no consistency.
Its not planned, but whenever there is movement within the network, we stay in
contact and suggest they Consider hiring us.
Its sort of sporadic.
It's my complete system
I've been so excited during the consultation, that I've totally spaced on this.With my
seminars, I've focused on answering their questions, and forgotten to focus on my
needs: a referral.
Just after we get started with the client (the honeymoon phase) if we remember; more
often after we have had a run of strong performance or the client is happy with us for
some other reason.
Just at the end of the application and sometimes when Im showing a house.
Just by whatever comes out our month (not scripted by no means). How oftenif we
remember to ask after completion of a tower installation.
Just let them know that there will be accordingly some return for the referrals. Every
time when the referral buys our service.
Just started.
Just starting to put this in place
Just starting to test in this area. Offering $5, $10, $25, $50 back to referral based on
new client purchase amount. One-time finders fee.
just verbally at the end of the program: something like: if you have benefited from this
program please tell your colleagues.
Lately didn't but in my follow-up system I will ask for them I was doing it when I was
selling for hosting company and get plenty of the which cost me nothing. I just send
an email asking to send opinion about my products to his friends (event if it is bad
one). I also add: If it is good opinion, please send it to me to. If it's bad one, I urge
you to send me one so I can check what's wrong.
Let say daily
Monthly (2)
Most of my customers are once a year customers. Everytime I speak to them I ask for
referrals.
Most of the time but not consistently in the same way each time
Most of the timebut I need to become more successful at it.
Nearly every sale, depends on opportunity.
Needs to improve.
No frequency
No proactive referral program is in place. Referral requests are sporadic depending
on the sales person involved with the client or prospect.
Non-direct, every time
None to date, but now planning to make it in every e-mail sig.
Not as much as I should.
Not as often as I should. One approach, You have obviously been very successful in
your business. I am try to get more exposure in this industry, what kinds of things can
you suggest that I do to break in or who would you suggest I can talk to in your
industry that may be able to help me help other like your self
Not as often as we should, especially with the economy the way it is. Im hiring 3 new
salespeople in the next week or so. They will be taught how to ask first thing!
Not as often as we should. We do it probably twice a year.
Page 980

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269.
270.
271.
Not consistently.
not enough
Not enough but were working on it. We ask for referrals each visit for the first three
or four visits and then we back off if we dont get a response. After that we only ask
for referrals in newsletters and when we have a special event taking place in the
office.
Not much
Not often enough (8)
Not often enough no set policy
Not often enough and not in a consistent format.
Not often enough through a system
Not often enough. No set system for that.
Not often enough. We need to do this all the time.
Not often enough. We will be incorporating at least 3 systemized referral solicitation
programs into all prospect/client communications in the next three months.
Not often enough. I generally ask them to refer the product to their friends and clients
for a cut of the profits. (Affiliate program.) Probably once every few months.
Not often enough. Maybe once at the beginning of the relationship and once near the
end. I know I know
Not often enough. That is why Im putting together a formal referral program in writing
to present at the point of sale.
Not often enough; maybe a couple of hours a week
Not often enoughnothing systemized or automated.
Not often enoughStylists are supposed to do this with every Client, but we know
they dont.
Not often except on web site referral program and on our buddy study system
Not often. Im not consistent/systematic with it.
Not regularly, usually when business slows down
Not regularly.
Not systemized verbal request on ad-hoc basis
Not too frequently
Not usually (except through real estate agents). Most of our clients are not likely to
know others who need a survey at a particular time. If dealing with businesses or
governmental agencies, then we do always ask for referrals, but most of our business
is with individuals.
Not very often (5)
Not very often, this is an area we improvement in.
Not very often. Were just trying the method only after listening to your audio CDs.
Not yet but we will. Want the business to be largely referral based.
Now and then.
Now, every time a client leaves
Occasionally (9)
Occasionally probably not often enough.
Occasionally, But not systematically or often enough. Ive always been afraid of
offending people with hard-sell.
Often (2)
often, with every contact
On a pretty regular basis
On a yearly basis.
Page 981

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288.
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On phone when reorders are made, in writing as ride alongs with shipped goods
On some seminars, not often enough.
On some transactions
on the free event ask who else could be interested that they know, on the 2 day
course we also offer a referral fee and on the master class
On the mailers, in person and do it every opportunity we get
On their visits when they are re-examined, usually ever 12th visit.
Once (3)
Once a quarter or more if they send me a lot of business
Once a year and they are usually not forthcoming
Once after the transaction
Once at closing, usually once or twice a year by phone to those who have been
funded
Once at purchase time
Once every three meetings or phone calls.
Once in a while, a mailing mentions our interest in referrals
Once in a while, and again without any plan.
Once in a while. not nearly enough.
Once per year.
Once/month, I describe my ideal client to non-competitive service companies
One a year in an annual review
Only after weve earned the right to do so.
Only if a conversation leads to that request.
Only if they like what has been done and they mention someone might be interested.
I ask if I can get in contact with them on their recommendation.
Only occasionally
only occasionally if the opportunity arises, and then only if I'm comfortable doing so.
Only on occasion, if a conversation leads to it.
only periodically.
Only stated a couple of years ago, but we follow up
Past customers monthly to bi-monthly.
Past customers 4 times per year, realtors is ongoing
People refer others when they want to. Health care appears to be a very sensitive
subject.
People who come to my seminar have to give me five names before they are
admitted
Per Jays suggestion, weve just started this in March
Personal ask
Plan is to implement a total referral program.
Posted notices and personal request directly to residents. Infrequent
Pretty much with each client. I try to set up a non-threatening way for anyone they
know to get acquainted with my services.
Probably not frequently enough.
Probably not often enough because of a limited market.
Probably not often enough, though we have to sensitive.
Quarterly
Rarely (2)
Rarely maybe twice in 24 years
Page 982

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Referred client similar to referrer: as condition of sale Non-referred client: only after
they prove to be reliable.
Regularly (2)
Repeatedly, whenever a statement made by the client/prospect creates a lead to ask.
See above all potential referrals see the results and hear about the clients
satisfaction always. We dont have to ask.
Seldom (2)
Should be.
Simply have a referral request AND a testimonial page.
Since my last project I do ask for a written referral.
Sometimes (2)
Sometimes with a multinational we ask for referrals to their other plants or facilities or
ask for referrals to possible local technology transfer partners.
Sometimes. 30% of the time
Sometimes. I refrain from using tactics. I prefer to do it strategically. Positioning
myself irresistibly
Sparingly, no formal program
Sporadically (5)
Sporadically and not very successfully
tell them and every time writing at the end of the letter.
Telling people that this is a referral business and Id like the chance to help anyone
they can send to me who might need to buy or sell property
They usually refer others to the product because they like it.
This is part of my plan.
This should become a habit.
This subject is discussed in the first meeting with prospective Clients. They know I
was a referral to them and that has lead to the initial meeting. I tell them that I take
referrals and my professional reputation very seriously. I let them know that I am a
small operation and can only take on a certain number of Clients at any given time. I
will not compromise service to existing Clients by taking on more work than I can
successfully manage. They understand that I will be involved in every aspect of the
project, from beginning to end. I am their liaison and am there to take as much of the
stress and anxiety away from them as possible so that they will be free to focus o the
excitement of seeing a dream come to fruition.
This will be a one of our marketing pillars.
This will be a very major strategy. Every client will be asked on the first follow up call,
every unconverted prospect on the sales call. We also plan to introduce an incentive
program through the newsletter for referrals.
Through affiliate program and send this link to a friend script
Through previous business friends and clients on a sporadic basis.
Thruout interview, give mail form, explain to call me w/ referrals name and # and best
time to call them to see if this coverage might be helpful
Twice a year
Unfortunately, only when the salesperson thinks of it.
Upon becoming a customer-its a condition
Upon conclusion of successful service.
Usually once after they become a paid client.
Usually once or twice, no real system here
Usually only once at the beginning of the relationship. We do this by letter and
telephone.
Page 983

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355.
356.
357.
358.
359.
360.
361.
362.
363.
364.
365.
366.
367.
368.
369.
370.
371.
372.
373.
374.
375.
376.
377.
378.
379.
380.
Usually wait for them to bring up subject

Usually when making a proposal to a new client.
Verbal and not often.
Verbally once or twice.
Verbally as the opportunity presents itself.
Verbally at any time during a relationship
Very frequently
Very little by mouth We put a flyer in the invoice
Very little.
very often
very often, just asking and/or helping make the connections
Very rarely but we do it
Very regularly. We have a chat, send them a letter with a list of symptoms for hot
prospect and then follow up.
Via phone upon successful completion of project
We are now calling business clients and asking for referrals on a one time basis.
We ask almost every time we communicate
We ask for referrals from contacts in the relocation industry, but not from our clients,
thus far.
We ask for referrals only after the mortgage process has been completed.
We ask for referrals when we close out the active projects we have with a client. We
ask them to refer us to three companies that they work with or have worked for, that
would benefit from our services. We also suggest that they offer a 20% referral
discount that will make them look like good guys to the people they contact on our
behalf.
We ask for referrals when we do follow-up in 30 to 60 days.
We do ask for referrals with all of our customers, at every opportunity.
We do from vendors, but not from clients. This is changing.
We do have a space on our order form that asks people to mention what friend TOLD
them about Sonlight . . . so we can thank the friend. . . . We need to do more
DIRECT requests of such referrals. . . .
We dont ask for referrals because our market is very defined. We know everyone
who is a potential customer.
We have an ongoing promotion where if you refer a client you receive a free cake.
We have no consistent approach towards this and when we do, it is not often enough.
This is unfortunate, because we generate so much new business that we are not
building on for future business.
We havent made a practice of asking for referrals. We arent opposed to it, and have
several discussions about how we could drive the referral aspect of te business more
proactively. Its just that we havent been able to settle on a tasteful way of setting it
up.
We look for companies or suppliers who can refer us to new clients
We should. We need to come up with an incentive
We sign framework contract with our clients that includes special discounts for
generating referrals.
We try to get some when we sell, then we tell them of our $100 Referral Bonus
Programbut we seldom push it.
We typically ask existing clients about once a year.
We usually dont ask for it.
We will be doing this more often
Page 984

381.
382.
383.
384.
385.
386.
387.
388.
389.
390.
391.
392.
393.
394.
395.
396.
397.
398.
399.
400.
401.
402.
403.
404.
405.
406.
407.
408.
409.
410.
411.
412.
413.
414.
415.
416.
weekly
When I feel the time is right
When I get slow.
When I meet someone new. Also with current clients once their first trisections is
completed.
When is present proposal & make sale
When people reorder. We offer a discount off their reorder.
When the job is finished and I receive a check and they are happy and in followup
letter.
When there is an opportunity.
When they buy.
when they come in for treatment.
When we have space
When we see them.
Whenever complete a successful transaction (sale) for a client. Usually done on
phone call when confirming that the sale has completed.
Whenever i remember to ask.
Whenever I remember. ;^)
Whenever I talk to a client.
Whenever it is obvious that the client is winning.
Whenever possible.
Where someone mentions an upcoming show I get the name of the contact and
follow-up.
While they are seeing me for counseling and upon termination of our sessions.
Will play major part
With cards and a letter
With each client through an informative colour brochure
With every client as well as with other business contacts. I tell them that the best
sales people are happy customers and offer them a half day of free consulting for a
referral that turns into a project.
With every online order at the completion of the order and with the tracking number
email. With every offline order with the tracking number email With all orders
occasionally in our newsletter, or by postcard we give incentives for referrals
With every partner and every client.
With our best clients perhaps annually.
With patients after completion of treatment but I am not very successful at getting
names.
With the first trail of my course... even if they dont buy. Then whenever I contact
them I remind them of the reasons to refer people to me... and the new goodies
theyll get by doing so.
With virtually every contact by letter or email and often with post cards and calls.
Would when bringing it to earth. When seeing a happy and smiling client.
Yes a minimum of 5 because you generally get 3. This one works for me big time. It
reduced my need for sales calls to virtually nil.
Yes all the time. Am looking to get some and implement some of Jays ideas on this
issue. I am certain he has employed some wildly successful ideas on this topic alone
and would love to implement some in our business.
Yes but not often
Yes often.
Yes, but not consistently. Not part of the process yet, just something the sales guys
Page 985
417.
418.
419.
420.
421.
do when I ask them, or when they remember.

Yes, but not often enough
Yes, by giving them the easy method of challenging others to visit the site and
answer the hot-button question.
Yes, during and after the engagement. But I havent offered any incentives for
referrals (yet).
Yes, via the monthly newsletter, via a link on our website and via a one line request
at the bottom of all our bills that are sent out. We ask monthly.
Yes, with most customers.
Page 986
Question 54. List Three Things You could do to Strengthen Your

Marketing Effectiveness now.
Question 54. List three things you could do to strengthen your marketing
effectiveness now.
1.
#1 Establish the ezine mentioned earlier, with educational articles for our clients and
prospects; #2 Establish and grow our emailing list; #3 Invite all those I meet to join
our list, giving them a welcome package of articles and information that they should
find useful.
2.
#1. Invest in one single person to handle only the marketing issues without a ton of
other responsibilities.#2. Once and for all complete our web page and make it more
effective etc.#3. Develop a formalized referral program/
3.
(1) Get more exposure. (2) Finish producing my marketing tools (brochures,
newsletter, advertising copy, etc). (3) Expand my services. (See also Question 42,
which contains additional information.)
4.
(1) Get our Email thing going.(2) Finish and implement our core story (working on it at
the present time).(3) Communicate better the immense marketing knowledge we
possess and how it can build their businesses.
5.
(1) Get our patent application completed and filed today. (2) Review, polish, and
expand our strategic marketing plan. (3) Repeat item (2) again.
6.
(1) Learn to integrate other techniques into my existing system to create a synergistic
whole. (2) Find and implement more effective referral techniques. (3) Maximize
customer purchase size by finding more beneficial products and services for my
clients (am already looking into that).
7.
(1)Develop marketing plan (2) Increase promotional activity (3) hire a sales resource
8.
(A) Better direct mail letters (B) Better research on clients needs (C) Strategic plan
directing and coordinating all marketing efforts
9.
(a) Develop a strategic plan (Game plan); (b) Keep regular contact with customers
informing of new offers; (c) maximize and optimize email/www opportunities.
10.
(a) Initiate a newsletter or information sharing for past and prospective new clients,
(b) establish a systematic schedule to follow up with past and prospective new clients
and (c) initiate a direct sales campaign to find new clients (direct mail piece, phone
call, direct mail piece, phone call, etc.)
11.
1 create a marketing plan, 2 increase frequency, 3 increase reach.
12.
1 more consistent communications, 2- more varied communications and outside of

the box events
13.
1 write down my long-term marketing development plan (eg. thoughts on

sequencing/phase-in of desired new tactics); give myself a schedule to implement &
evaluate each as they go into effect2 redesign my website based on my desired
strategic objectives, include membership sign up3 host/beneficiary with charity
OR zoo OR non-profit
14.
1 get effective voice broadcast to realtors voicemail2. find better way to get through to
new realtors, to get them to really listen and understand we are for real not just
another loan broker that can deliver on promises
15.
1 Work on strategies 2 Integrate more tactics into a single strategy

more follow-up
16.
1) Be more consistent, 2) Broaden our marketing means, 3) Take a rifle approach

instead of a shotgun approach
17.
1) Develop a clear statement of USP; 2) Network more, 3) Start a marketing
3 Do
Page 987

calendar
18.
1) Follow a plan. When Im busy I tend to stop marketing. 2) Develop a strategy to

benefit from work generated when Im too busy to take on anything else. 3) Simplify
some of the marketing tactics so they are easier to implement.
19.
1) Ask for referals2) testimonials3) endorsed mailings
20.
1) Better define niche market. 2) Do more, JV mktg. 3) Write news column.
21.
1) Better response time to enquiries (We are right now setting up autoresponders
etc)2) Bigger emailing list (Working on that right now)3) More TV coverage for free.
22.
1) Create a strategic marketing plan2) Ask for referrals at every opportunity3) We

need to re-evaluate our marketing efforts
23.
1) Develop a system, 2) Integrate it with other processes, 3) Followup more.
24.
1) Direct response, 2) Patient communication, 3) Lectures
25.
1) Do a better job of putting together a training manual for a new hire to show how all
the pieces fit together,2) Look for more partners to help get leads and referrals
develop a referral kit3) Ask customers s for more referral
26.
1) Employ GOOD tele sales people. 2) Re-locate. 3) Create a unique own brand
product range.
27.
1) Focus on a particular market and define a specific strategy through interviews. 2)

Ask for referrals 3) Ask customers who do not buy, why
28.
1) Get the referrals request ONLINE, in the midst of the purchasing process (90% of
our sales are made online); 2) Team up with appropriate affiliate companies; 3) ????
29.
1) Have more money; 2) Educate marketing staff; 3) Invest more time into it myself.
30.
1) Implement ongoing direct marketing to clients AFTER they have purchased on an

ongoing basis. 2) Create new messaging for website, script for selling, and other
opportunities to better communicate the bottom-line value for clients. 3) Create hostbeneficiary relationships.
31.
1) improve advertising 2) develop a followup strategy 3) focus more on getting

referrals
32.
1) Overall grand strategic plan with tactical components and assignments.2)

Database that is being used by everyone in company.3) A dedicated resource to
keeping our marketing programs in focus and on track.
33.
1) Plan a comprehensive strategy 2) Implement successful tactics to achieve this

overall strategy. 3) Monitor results and tweak any inefficiency to achieve maximum
momentum and results thereby devastatingly increasing our business revenue and
profits.
34.
1) To be more consistent in lead generation. 2) To have better client communication

after the sale. 3) To have scheduled practices/tactics in all of the areas of marketing.
35.
1) We can (and are) tightening up on our enquiry follow-up procedures so that no

enquiries become orphaned. 2) We can (and are) studying our database to start
identifying who we can get back in touch with. 3) We can (and will) tighten up on our
phone technique so that the spiel we give will be more pre-emptive against the
conversations a prospect will have with our competition.
36.
1)implement customer contact program2)implement a prospective customer contact

program3)Do a better job with each current customer and follow-up to advantage
other opportunities
37.
1)More select mailing 2More effective media ads3)more back end.
Page 988

38.
1. Approach a reporter for my local newspaper and present her with an article I have
written to publish. 2. Notify my email distribution list about my Network Exchange,
which has just been posted on my Web site and invite people to list their businesses
there in return for at least 6 referrals agreeing to receive my weekly Must-Know
InfoTM Bulletin. 3. Offer people a Special Report I need to polish to give people in
return for at least 6 referrals who agree to receive my weekly Must-Know InfoTM
Bulletin.
39.
1. Ask for referrals more often 2. Create a way to say thank you and give a
premium 3. Create a long range plan to contact the customers
40.
1. Be more consistent in our referral generation by asking for referrals whenever the
opportunity presents itself. 2. Present ourselves out in public more often to increase
our exposure and identity 3. Find a way to establish our brand and our unique
approach to care that they dont get at other practices in our area..
41.
1. Client appreciation program. 2. Generate more referrals 3.. Seminar program.
42.
1. Consistent marketing effort 2. Sending our prospects something every month to

keep us in front of them. 3.
43.
1. Develop a more professional CMA, 2. Improve the quality of advertising. 3. Study

the percentages of success with each type of promotion and focus on that form that
produces the best result.
44.
1. Do coop marketing mailers in conjunction with large motorcycle manufacturers. 2.

Major branding and marketing campaign in motorcycle magazines. 3. Develop a
business vision and strategic sales and marketing plan that can be integrated across
the entire company.
45.
1. Following my marketing plan.2. Applying a methodical approach.3. Seeking

publicity and outlets for generating ongoing publicity, such as a radio or print column
or internet chat room.
46.
1. have more time; 2. More assistants; 3. Better skills
47.
1. hire someone to do some of the more routing work I do.2. Be more disciplined
about following my plans.3. Invest more time journal writing to analyze my business
and the opportunities
I have and the threats I face.
48.
1. Improved advertising (format, content)2. Broadening product selection3. Sales

meetings with phone sales reps
49.
1. Write a book.
2. Develop a regular training program in conjunction with a
competitive league.
3. Give more talks to coaches and teams.
50.
1. Write more articles to be published in trade journals. 2. Issue a press release at

least weekly. 3. Disseminate a survey to my target companies, asking them what
their biggest challenges in financial management are now. Publish the results of the
survey, send results to each respondent, and create services to address the
companies challenges.
51.
1. Ask for referrals

2. More follow-up to prospective clients
to clients AFTER they buy
52.
1. Be more organized. 2- Get a few more business services in place and 3. Get
better literature created up for giving to the client.
53.
1. Better communicate our benefits and USP2. Reach more prospects by more
actively postings in newsgroups and forums, maybe even classifieds3. ?
54.
1. Determine exactly what type of new clients I would like to have to improve my
profitability. 2. Determine the best way to attract these clients.3. Start marketing!
3. More follow-up
Page 989

55.
1. Develop a marketing plan. 2. Hire people who are proficient in the areas were not
and assist with making things happen. 3. Speak with our clients about what were
doing right, wrong, and what were missing.
56.
1. Develop business vision 2. Understand marketing strategy 3. Systemize marketing

effort-tactic. To make consistent process.
57.
1. Develop strategy, 2. Do Sequential Marketing, Develop Referral
58.
1. Enter my list of customer into a database direct mail them. If they have an email
address email them. 2. Improve my web site so that it captures their email address
by offering free jewelry cleaner. 3. Ask for referrals from my customers.
59.
1. Get investment capital. 2. Market ot more Buying Groups. 3. Develop a training

and motivating system for the agents.
60.
1. Get out in the field and into head offices to meet the decision makers. 2. Phone
and follow-up with letter or e-mail. 3. Ask for referrals every single time.
61.
1. I have special system to track every element (sales letter, info, buttons, links ect) of
my site. I have to analyze it more often cause it give me chance to change sht and
check what will happen with CRs.2. I have to make my follow-up system working.3.
Test, test, test everything I can I do half of it because of lack of time.
62.
1. Make it an important part of each day. 2. Involve all of my staff. #. Spend more
time learning about strategies.
63.
1. More frequent communications2. Get a better e-mailing list3. More sales visits in
support of partners
64.
1. Plan better2. Work out a better solution for referrals and affiliates3. Work nonbuying customers better
65.
1. Put on more staff to execute the objectives. 2. Do more sequential follow-up. 3 Use
email marketing and internet presence.
66.
1. Use more effective direct mail 2. Use newspaper ads more effectively 3. Work
some effective host-beneficiary arrangements
67.
1.Develop a direct mail campaign 2. Ask for referrals consistently 3.Follow up (with
prospects that dont purchase and with clients that do)
68.
1.Follow up with a phone call. Follow up with multiple emails explaining how to get
the most out of the product. Set up an affiliate/referral program.
69.
1.Identify Strategy, 2. Create plan, 3. Execute on the plan/
70.
1.Increase web presence2.Better use of referrals3.Direct mail
71.
1.More promotion 2.better client contacts 3.other services (that will make or keep
customers buy)
72.
1.spend more on ad 2 go online 3.put more money into the business
73.
1/ work on the big picture strategy. 2/ Implement the strategy. 3/ build our partners
businesses.
74.
1; Ask for referrals; 2. Advertise in the newspapers; and 3. Set up a web page on
the computer.
75.
A better commitment, a stronger marketing plan, more self confidence.
76.
a better internet campaign...better headlines for our ads....more cost effective

advertising
77.
A clone. Even offering a share of the business doesnt work. Find someone with
recent demonstrable experience/success to do the PR/ad thing.
Page 990

78.
a Increase the number of prospects to visit per week. b. more accurate letters asking
for business.c. More high impact brochures
79.
A plan would help
80.
A sequence of multi-media e-mail reports, using MP3 files Plugging in phone

conferences with parents and experts. Product optimization. Massive online fully
automated referral system. Online games for the family. I trust that this information
will be treated with the utmost discretion. Its aweird feeling revealing ones intimate
marketing strategy.
81.
a) Initiate an overall corporate brand name promotion in the China market. b) Hold
some educational seminars in key geographic China markets introducing our overall
corporate solutions and service capability c) Complete our overall corporate market
strategy for the China market, using the strategy as the guiding document for all of
our numerous (currently independently-functioning) China corporate business units.
The goal is that we present a more unified corporate image into the China
marketplace, with a common, complementing set of marketing tactics guided by our
common strategy.
82.
a) Network more; b) Always ask for feedback and referrals;c) Join a business referral
network.
83.
a. get a better plan/strategy b. reach secondary markets to make our skills and
talents known.c. have more $$ to spend on marketing.
84.
a. I have to duplicate myself by developing Tape/CD/PC-Audio sets of promotional

material. PC-Audio material can also be made available for download from the
Website. b. I have to write and publish promotional material (Little Guide Books) for
promotion. Online EBooks can be distributed on the Internet. Offline Printed Little
Guide Books are to be distributed to prospects on the Good Prospect LIST c. Stop
reading other peoples material (ebooks), stop selling other peoples material and
focus on developing my own Unique Selling Proposition (Product)
85.
a. Strengthen message in media buys. b. Measure and Systematize closing

procedure for prospects and follow up c. Consistently call on Ins Agents in area.
86.
a.Develop stronger referral system. b.train staff to keep closer contact with customer.
c.establish non-salaried commission system going quickly
87.
Ability to follow up telesales and networked referrals.
88.
Acquire funding, Improve salary of marketing key personnel. Immediately set up

tight marketing program with goals, dates, and dollars to be generated. Tracking
results with key indicators, on a weekly basis.
89.
Actually start marketing and selling Review your material for additional techniques.
Formulate a formal marketing strategy.
90.
Actually try to market, using direct mail as we could not afford a salesman on the
road. Our shop cannot put out that much work.
91.
Add risk-reversal, increased perceived value by adding bonuses.
92.
Added pillars, a clearer USP.
93.
Additional Investment Additional Salespeople Additional employees in our marketing

dept
94.
Adverting with direct response Sending more direct mail Set up Host beneficiary
program
95.
Advertise in the proper places Have a first class meeting with potential clients on a
regular basis. Speak at general meeting and seminar locations to targeted
Page 991

audiences.
96.
Advertise more and better.
97.
Advertise, Direct Mail, Trade Shows
98.
Again, that is what I dont know, really. However, reading this questionnaire has
given some ideas, especially that I need to reassess the methods Im using.
99.
Alliances Group presentations Better Internet information
100.
Apply what I know, develop a real strategy, massive action.
101.
As for referrals, keep newsletter regular, take on a salesperson
102.
As we are nott yet marketing we are still unaware of how effective our marketing will
be. However we will closely monitor our effectiveness from launch date onwards and
implement changes if and where necessary
103.
Ask for more endorsements and referrals. More detailed research into the opposition.
Get out and meet more decision makers in funeral companies.
104.
Ask for more referrals, get some leaflets printed for a mail shot, Look at new telesales
script and operation, look at a website
105.
Ask for more referrals, more cold calling, more direct mail
106.
Ask for more referrals. Meet with high position people. Build my firm in that way that
can make me free to market much more.
107.
Ask for more referralsdevelop a mastermind grouphave better training and tools
for marketing
108.
Ask for referrals Dedicate more time to cold calling Be more tenacious
109.
Ask for referrals do radio show write a book
110.
Ask for referrals every time, better followup scripts, more consistency in followup
111.
Ask for referrals more often and in a better way.
112.
Ask for referrals! Better contact with past clients, more regular contact with current
clients.
113.
Ask for referrals, do seminars, e-mail
114.
Ask for referrals, followup, more, web presence
115.
Ask for referrals, pitch seminarscontact more potential customers.
116.
Ask for referrals, Seek more Board member help., and make more personal visits.
117.
ask for referrals, send out mailings, get a show room
118.
Ask for referrals, send the letters concerning refinancing to all of my clients in a more
effective format.
119.
Ask for referrals, write a sales letter, contact all dealers and ask what we could do to
help them.
120.
Ask for referrals. Learn to close more effectively. Ask more questions
121.
Ask for referrals. Start regular email newsletter Set up system to collect leads
122.
Ask for referrals/Create a newsletter/Monthly seminars
123.
Ask for referrals; be more disciplined in follow-ups; increase advertising
124.
Ask more often for referrals. Better salesmen, Better incentives for salesmen.
125.
Be able to offer test rides to prospects and discussions with other owners.
Page 992

126.
Be clearer about what my service is Define my USP Educate people
127.
Be consistent, backend service follow up and referral marketing system.
128.
Be consistent, Follow up, being more organized
129.
Be consistent. Qualify better. Follow up sooner.
130.
Be more aggressive in implementing a referral program; Try to develop new

groupings of clients (such as the Governmental Agency program we are now working
on); market to developers whose interests are outside our rural area.
131.
Be more consistent / be more strategic /
132.
Be more consistent in preparation. Put more time/effort into prospecting.
133.
Be more consistent. Speak more, follow up better
134.
Be more thorough; act quickly; know which string to pull
135.
Be persistent with a plan, ask for action, always give them something distinctive to
remember me.
136.
Be strategic, Set better goals, More testing
137.
Be the first to have TCC on dvd, get website up & running, develop written marketing
plan
138.
Become more disciplined. Practice/rehearse my approach more Target higher

potential people
139.
Become more educated about marketing and put together a plan so that I could see
what Im actually working towards (in the big picture sense).
140.
become more systematic about asking for referrals work on cross selling other
services to accountancy clients treat sales presentation as something that can be
continually improved
141.
Become more systematic, build a better profile of myself, more frequent contact with
prospects.
142.
Becoming more aggressive, do more marketing research and be more persistent.
143.
Begin offline advertising- Do more online advertising- Join more online forums and
contribute to the discussions
144.
Begin to look closely at my deficiencies in their area and consider how to turn that
around.
145.
Better communication, via sales letters, promotions, website traffic, postcards. more
time in front of the prospects. and more knowledge of what to do. how to do it, etc.
146.
Better customer service. Better offer. Better risk reversal.
147.
Better follow through on those who fall through the cracks, asking for more referrals
with 100% of the patients, more education later on in their treatment when they feel
great, prior to going to maintenance. Often they fall away there.
148.
Better follow up, ask for referrals, thank you letters
149.
Better follow up. Get referrals. Trade show attendance.
150.
better followup with prospects more consistency with communication and followup
hire a salesman
151.
Better followup, Lead Generation, local exposure
152.
better integration of all marketing activity is the ONLY area we could improve in
153.
Better materials, creation of a better list, more aggressively pursue alliances and joint
Page 993

venture opportunities
154.
Better plan, better selling strategies, better tracking
155.
Better planning, better measurement..
156.
Better positioning, more consistent effort, better USP
157.
Better product requirements definition Cost-effective campaign management More

responsive and effective technical support
158.
Better referral generation, utilize customer base, develop e-mail list.
159.
Better referral system, better contacting of current client base, more aggressive
system for attracting new clients, system for going after inactive accounts.
160.
Better strategic plan, marketing systems that would include both front and backend.
161.
Better telemarketing scripts, which Im working on. Getting a website, which Im

planning on doing over the next few months. Putting my training newsletter on the
website so people can download it instead of me having to send it out.
162.
Better web-site and web-site strategy. More realistic pricing. Beat the bushes for
customers.
163.
Branding/ better control of telemarketing/ direct mail
164.
Bring out more CDs. Am in the process.

Have some reviews published in trade
journals.
Expose my agents to your materials.
165.
Broaden product range in present industry;

Learn how to establish a better strategy
166.
broaden the number of types of marketing we do, formalize strategy and put
consistent approach to work
167.
Build a System Manage the System Improve the System
168.
Build a web site Start an ezine Run some taster events
169.
Build a website (many teachers are email neophytes and check their email only once
every week or two PLUS my direct mail style attachments are often too big)Hire a
person full time to work on it Finally refine and distill my process so its turn key
170.
Cable TV commercials, market more often to interior designers & architects, market
to home builders
171.
Call on prospects more often Keep prospects better informed Use technology better,
including internet/email.
172.
Calling prospects, Testing Ads, maintaining contact with past clients.
173.
Capture names of prospects, follow up on them, find out their needs and wants
174.
Change a lot of thing and get a better understanding of marketing and how to beat
my competition to be perceived better so patient dont use me as last resort
175.
Changing some of my pages to see if it helps generate sales. Implement some pop
up boxes to catch visitors email addresses. Submit some articles to some ezines for
publication.
176.
Clarify my USP. Build a better sales letter. Learn to drive more traffic to site.
177.
Clearer market strategy, more action, and research of successful companies in our
field.
178.
Client follow-ups,
179.
Client Referrals, Follow up Letters, PR
Branch out into other industries;
Page 994

180.
Clone myself to get some available time, make the day 30 hours long, and the week
8 or 9 days.
181.
Co-branding, name endorsements, and an aggressive Media comparing
182.
Come up with another product to offer to current customers. Make Home builders
with awareness of us Do more web marketing
183.
Communicate more with current clients
184.
Complete a dynamite brochure. Develop media relationships. Network with local

business executives.
185.
Complete a solid Business Development strategy (almost complete); do a much

better job of tracking everything; do a much better job testing everything we do
186.
Complete the marketing plan & finish the website
187.
Complete the web site. Prepare more explanatory literature and healthcare protocols;
improve the catalog. Prepare a brochure for consumers and another for corporate
customers.
188.
Conduct email campaigns More regular contacts with clients that are of value to the
client Ask for referrals
189.
Conduct monthly marketing strategic meetings for planning & analysis purposes,
Conduct follow-up calls on 100% of jobs, Do a better job utilizing intelligence reports,
Develop DP literature, including findings from past jobs, and Develop unique and
proprietary methods to identify equipment weaknesses in the drilling area.
190.
Consistency in executing the strategy/plan is not what it should be. Appoint an

assistant whose primary duty is to expand the data base. Do more follow-up on
contacts made at networking occasions, as well as through change meetings and
referrals.
191.
Consistency in our direct mail sendings, increase our telemarketing staff, provide
regular sales training for the telemarketing staff.
192.
Consistent action; ask for referrals; organize my activities
193.
consistentency, and focus my vision
194.
Consistently letter drop around the area; set up an email newsletter; increase sales
staff
195.
Contact local businesses for employee referrals, contact local banks for lists of
people that have been turned down for loans, and continue to fine tune my ad copy.
196.
Contact my past customers & especially prospects more often; More networking
meetings Generate more contacts who have the most leverage
197.
Contact past patients; develop a plan to consistently follow; add risk reversal or a
more formal host-beneficiary than loose referral sytem
198.
Craft a plan that includes a sales letter, an email sales letter, and a newsletter. Craft
a script for a follow-up call to current customers, and prior prospects ... and begin to
call them!
199.
Create a better understanding of what we do: Show SOHO companys that we can
help them also: Speed up our development time
200.
Create a long term marketing plan, dont lose focus on that plan when I get busy,
automate the plan.
201.
Create a manual to use in the sales process. Create a presentation in the sales
process. Create and do a call/write/call/write/set appointment process
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202.
Create a Marketing Plan, hire someone to execute the plan, spend considerable time
testing results
203.
Create a more offer-driven sequence for all high value customer. Create a formalized
referral program. Be more aggressive in getting people into our funnel.
204.
Create a newsletter that is mailed monthly, obtain targeted email lists to send email
marketing, and create some alliances with other companies.
205.
Create a plan and be consistent in its implementation
206.
Create a teaser package Trainer package negotiate with marketer who has some
good documents if I can use them in my information packages or on sell the
packages ( but I worried I will loose the client and they will make me redundant Ask
everyone I speak to for referrals Call and speak to the person Negotiate package
207.
Create an information package outlining the differences with other programs and the
reasons we are a higher value Create e-news letter to generate an opt-in list of
interested professionals Write a book to improve my personal credibility as a teacher
208.
Create sales and follow up letters, have a referral system that is more managed and
happens each and every time, have a better USP
209.
Create USP, re-write business cards, write text for web site
210.
Creative pricing, more trade shows, pilot program
211.
customize, ask for referrals, increase advertising and offer incentives.
212.
Dedicate more time, plan a strategy, employ marketers
213.
Define a clear marketing strategy Set timetable for implementing Budget time and
money to implement
214.
Define a strategy, have a written plan, stick to the plan.
215.
Design more packages; work more on marketing through mail and Internet, Just do
itall
216.
Develop a clear focused plan (strategy) that we can effectively stick too, from
acquiring customers, building relationships, closing deals, and then maintaining and
growing those relationships for continued future contract jobs.
217.
Develop a comprehensive marketing strategy, more advertising, and more consistent

follow up with clients and prospects
218.
Develop a marketing plan.
219.
Develop a marketing strategy, have employees in place to support and drive the
strategy, train all employees in marketing strategies and appropriate elements
220.
Develop a plan, pick one approach; implement.
221.
Develop a plan/strategy plan and implement tactics to fulfill the plan
222.
Develop a proper referral programme Host Beneficiary relationships with professional

firms Introduce a sales control system so that we can monitor future marketing efforts
223.
Develop a strategy and implement it, monitor its effectiveness, and then modify
where necessary.
224.
Develop a strategy, Develop a detailed plan, Commit the time and funds to follow the
plan
225.
Develop a strong internet marketing strategy, network more effectively through

organizations and have a year plan for marketing
226.
Develop a truly effective marketing strategy Program out the tactical steps and get it
Page 996

implemented Monitor its stats and adjust tactics as we move forward.
227.
Develop an actual marketing strategy, ask for referrals, and complete a direct mail
process and begin testing it.
228.
Develop an overall strategy, develop a low-end product, develop a suite of marketing

pieces, develop a follow-up plan.
229.
Develop and implement a marketing plan. Develop a sense of brand. Get over
enjoying the view from the back corner.
230.
Develop and tell the story Clearly define a strategy Implement testing
231.
develop direct marketing plan, ask for referrals, more community follow up
232.
Develop processes for referrals. Develop prospecting process email, direct mail
and telemarketing. Improve the level of communication we have with our clients
outside of providing support services
233.
Develop referral system with current clients Develop some sort of market
educational-promotion Develop program of up-selling other services
234.
Develop sales presentation, telemarketing scripts, marketing messages
235.
Develop stronger relations with representatives in the (1) media (2) insurance
industry (3) contracting industry (4) cleaning/maintenance industry Develop a better
system to ask for referrals Develop a system of following up with existing & potential
clients
236.
Devote more time to planning, write better copy, execute effectively
237.
Direct mail - white papers - Better up front offer
238.
Direct mail, more seminars and monthly lunch with a lawyer sessions.
239.
Direct marketing, email marketing, better referrals
240.
Do it, do it, do it!
241.
Do market research to come up with the best proposition (irresistible offer)Have a

sales process in place (cycle)Get training on acquisition
242.
Do more of it, do more testing of headlines, copy and pricing, keep learning from you
guys.
243.
do more; asking the right people; more followup with prospects
244.
Do some, ask for referrals , look for customers that fir demographic profiles of our
current customers
245.
Dont know (2)
246.
Dont want to do more than telemarketing right now. If thats not effective enough I
could use classified ads and postcards
247.
Effective database/ record system/ marketing strategy put in place
248.
E-mail Asking referrals Become more aggressive while looking for clients
249.
Email letters. More frequent reports. Ask for referrals.
250.
Email news letter Optimize my site for Search Engine optimization and pay more
attention to my pay per click. Increase Strategic partnerships
251.
Email system in place,-media profile-leaflet drops
252.
Email, trade associations, more strategies alliances.
253.
Emails, join associations, bring on sales reps.
254.
Employ web traffic expert / salesman/ develop new products
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255.
Employ a marketer, a web designer, organize my time better
256.
Enhance and demonstrate other features of my product in additional channels.

Create complementary products (expand product line) to use the established
channels Create regional promotion centers.
257.
Establish web-site Follow up with all clients Improve public awareness of my

company / products
258.
Establishing better referral base. Advertising. Making more contacts.
259.
Exactly what Im doing. 1. Learning about internet marketing which I believe will
become the model [where the customer is driving the whole process] used in this
century. 2. Learning innovative ways of thinking and doing from a pro like Jay and 3.
Learning to plan & integrate.
260.
Figure out a way, with very little money and only me to do it, how to get radio
interviews and produce sales on internet.
261.
Find a better way to advertise, determine how to use our internet site more
effectively, convince our sales staff they should work smarter, not harder.
262.
Find a marketing strategy, implement that strategy and follow up to see if the strategy
is working
263.
Find a salesperson, advertise for entrepreneurs to purchase my business to be used

in other parts of the country.
264.
Find a way to ask for referrals from current customers without it coming across as
sleazy, the same for past customers, the same with our referral sources in the
healthcare professional sector
265.
Find a way to get more leads, increase the brand name and educate the public on the
benefits
266.
First the web site, a mailing of the new product info to all customers and prospects.
New ads in the Trade Journals.
267.
Focus more time and energy on it
268.
Focus more, narrow things down (the hierarchy of opportunities) and delegate more.
269.
Focus on those who have not decide to buy our product yet and constantly try to
communicate with them by creating some form of Risk free to customer to try our
product.
270.
focus, systematic plan, larger marketing budget
271.
Focus, Systematize, and locate fulfillment companies.
272.
Focus, time management, systematize efforts
273.
Focused action.
274.
Follow through, consistency, knowledge.
275.
Follow up by phone. Produce more educational material and come up with a way of
getting it into the right hands.
276.
Follow up letters and calls to past clients. More networking for personal referrals,
follow more of the systems I am learning form Jays books.
277.
Follow up more, go after inactive clients, increase budget
278.
Follow up prospects who don't buy, make our promotions a little more cost
effective(they're very expensive at the moment) and have a more strategic marketing
plan as at the moment it is a bit erratic.
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279.
Follow up with clients, ask for referrals, provide them more value added suggestions,
rather than the normal audit responses
280.
Follow up with email asking if happy with product and if they would like an automatic
refill. Send product info/sales letters with their orders. Follow up with inquires.
281.
Follow up with prospects.
282.
Follow up, referrals, better list of prospect, get them know me before presentation
283.
Follow upAdvertise Direct Mail
284.
Follow ups Make some ads Education
285.
Follow-up with clients a regular basis. Ask them again for more referrals. Find out
what financial information they need and to keep them as a valued client.
286.
Followup, followup, followup.
287.
Follow-up. More phone and personal contact work. Newsletters and email.
288.
Form strategic alliances, get published, and receive testimonies
289.
Formalize our relationship with Funeral Homes, ask for referrals for pre and at need,
have a strategic plan.
290.
Further define our target clients, develop a marketing program, and implement the
program.
291.
Get a better set of referenceable customers. Try harder to get in touch by phone.
Increase value of the web site.
292.
get a clear strategic business plan get a clear marketing plan focus on a market niche
and go for it
293.
Get a strategy Get a start to finish system for dealing with prospects Read Jays stuff
and implement
294.
Get better copy, getting media coverage, developing a master marketing strategy ;-)
295.
Get better referrals, have a usp and use public relations
296.
Get bigger balls. Get more confidence get more proactive
297.
Get cliennts, maintain clients and growth with clients
298.
Get consistent on specials. Get the correct info into our database., new phone
system to monitor calls/effectiveness of inside reps
299.
Get in front of more prospects. Get access to senior decision makers.
300.
Get it started, be consistent with it, and systematically increase frequency and media
width in time.
301.
Get jays programs
302.
Get known, if we get in front of them, we usually close!
303.
Get magnets to put on the vehicles, put up job signs when working on a site, get
letters of endorsement from high profile jobs.
304.
Get marketing pieces out on companys intranet; get intranet bulletins and banners or
pop ups to call attention to marketing material; get LOB product fairs to always carry
my marketing material.
305.
Get more consistency out of our current plan. Measure what were doing. Test new
approaches to optimize our current plan.
306.
Get moving on developing our strategy, always ask for referrals and also proceed
with developing more ways to constantly stay in touch with our clients.
Page 999

307.
Get much more aggressive in referral expectations. Focus on prospects that could
more greatly benefit from cost savings. Add additional prospect categories.
308.
Get my database in, decide on my marketing image, and then start.
309.
Get my strategy focused and developed get my marketing efforts integrated to back
up my strategy do a lot more
310.
Get organized, collaborate with third parties, and focus on a few powerful tactics and
perfect them before doing too much at once.
311.
Get out of product development and more into marketing Get better admin support to
manage follow up processes
312.
Get published, win an award or two, expand to more high-end target areas for
diversification.
313.
Get testimonials from my happy customers. Create case studies of various situations
where we successfully solved the clients problem. Write a report.
314.
Get the website listed in the top ten of the major search engines for our main
subjects. Get nationwide media coverage of our humanitarian/public service/family
preparedness and self-sufficiency message. Increase our efforts with all past
customers.
315.
Get the website up and running, create an offering for reengaging clients, continue
sales training.
316.
Get website launched. Send press releases. ?
317.
Give driver incentives Have weekly specials
318.
GIVE THE MOST OF INFORMATION. PAY ATTENTION TO THE MAN AND

FAMILYLOOK OUT TO THE VISINTY TOGETHER WITH
319.
Greater use of the Internet to find and qualify leads, greater productivity from existing
direct sales force, improved ability to hire sales superstars.
320.
guarantees, improve quality/communication, USP
321.
Have a decent marketing strategy and plan which would pull things together more!
Have a better understanding of how to market through a retail chain so that we get an
effective pull and push strategy for our product Learn better how to create cut-through
and differentiation from competing products not just weight management products
but also other non-essential products.
322.
Have a full time marketing staff member. Personally visit each client.
323.
Have a marketing plan, action the plan, work on a contact list of past prospects,
clients and people met through networking
324.
Have a marketing plan, Train staff in delivery, Create standard tools that people can
use.
325.
Have a plan (and implement it and stick with it )
326.
Have a plan that I can implement at little cost, write more news releases, learn how to
close the sale and have it not look like Im selling.
327.
Have a plan then stick to it.
328.
Have a plan, write it down, and follow it with discipline.
329.
Have a schedule of activities set for a quarter that I will stick to. Leverage on those
who have similar clientele and help to build each others business. Raise the profile
through regular seminars and strategic tie-ups.
330.
Have a system, have outrageous offers, spend more money
Page 1000

331.
Have a well thought of successful marketing strategy. Have video/cd or internet sales
tools. Have an effective follow up system.
332.
Have an overall marketing plan Run more lead generating ads Be able to apply the
information Ive learned from you and others to my business
333.
Have greater knowledge & skill of what is the best thing to do and take more action!
334.
Have menu or postcard mail outs strategically in place with right offer.2. Make sure all
staff are informed to produce our food and service to exceed our customers
expectation.
335.
Have more content and materials to give away Have more case studies Have more
experience with some of the less common strategies to sell better when face to face
with customers
336.
Have more sales staff Develop more effective campaigns Improve website
337.
have plan and implement
338.
Have the clients generate good referrals for us. Have a set system of follow ups, etc.
to use
339.
Have the confidence to spend some money. Target specific markets Advertise more
340.
Having a plan and follow through would be excellent so that we can measure and
make changes
341.
Hire a commissioned Business development person. (Tried on a couple of occasions

but am too small to make it interesting
342.
Hire a full time marketing manager or outsource to a small marketing firm. Hire more
technical staff. Delegate more.
343.
Hire a person to make the calls and followups .advertise more speak at trade events
344.
Hire a sales person to sell full time, do more direct mail, conduct seminars about our
products
345.
Hire a salesperson, work more hours, advertise.
346.
Hire a telemarketer
347.
Hire additional staff to create campaignsfinish focused marketing plan--
348.
Hire and Train.
349.
Hire help. More follow up. Better ads and referral script
350.
Hire more competent people
351.
Hire someone to do some of the work so I can be out marketing more Pick a strategy,
test it and then stick with it if it is working Stay focused on one single project flesh
it out and go from there
352.
Hire someone to implement what I plan and draft.
353.
Hiring better Marketing associates
354.
Hiring salespersons to cover more market;
355.
Hold more meetings to get in front of more people and develop a follow up program
for my customers for my product lines
356.
I am looking for those same three things.
357.
I could follow up with past clients more, I could be in front of more realtors and I could
advertise in other forms of media that the web
358.
I dont know Am going to work part time so can have more time for the business
Page 1001

but need direction as to most effective manner of marketing educational tutoring
business.
359.
I need help and cant seem to the point of an assistant because of no fallback dollars
360.
I should improve my marketing materials, I should invest in keeping my database

more up to date, we should develop new versions of our best selling products.
361.
I wish I had more money and time
362.
I wish I knew
363.
I wish I knew.
364.
If I knew them and could afford them I would do them.
365.
Implement scripts, sales letters, dm
366.
Improve closing skills Schedule seminars/workshops more aggressively Get in front

of more business groups
367.
Improve consistency of contact with current customers automate it better.

Implement computer based project management approach with customer and
prospect activities. Increase contacts with customers to generate referrals. Improve
capacity to capture contacts with the internet. Model the approach of # 5 from
question 50.
368.
Improve copy Find new approach avenue Find new vehicle to deliver marketing
messages
369.
improve effectiveness to satisfy existing clients, educate ourselves about

opportunities
370.
Improve follow up, upgrade website, polish my marketing conversation to focus on

results.
371.
Improve loan officers closing skills Build more referrals from realtors, not just
customers. Improve direct mail.
372.
Improve my phone pitch, I get a lot of rejection over the phone. Getting in touch with
clients after they buy. For testing purposes, Im sending the sales letter to small
companies, I should begin with medium and big ones as soon as posiible.
373.
Improve our staff effectiveness and quality, improve our web-site exposure, and
intensify our personal contacts.
374.
Improve referrals, use internet, get message across more clearly and concisely
375.
Improve skills of Guest Service team, increase regularity of e-zine, add PR program
376.
Improved communication with patients before during and after purchases and even
with those who do not purchase at first.
377.
Include more information in follow up thank you letter. Call current customers after xx
months of business. Proactively meet with more prospective clients, selling business
and asking for referrals. Upselling, making more efforts to sell retail to current clients.
378.
Increase partnerships with other firms, referral programs, increase communication

with clients
379.
Increase partnerships with other firms, referral programs, increase communication

with clients
380.
Increase advertising, increase Direct Mail, Make more Cold Calls
381.
Increase follow up contacts Change content of recruiting letter
382.
Increase frequency of sending out direct mails Ask for more referrals Advertise in the
Page 1002

newspapers so that more people know my company exist
383.
Increasing awareness of successful marketing activities Knowledge of specific steps

for their implementation Incorporation alongside existing initiatives
384.
Internationally based staff; profile raising through relevant conferences etc, and most
importantly complete the documentation of our strategic marketing plan!
385.
Internet marketing, improve fax marketing, structured literature/pricing by market, hire

people that can sell cant find them.
386.
Internet presence Marketing tie ups in different geographies
387.
Interview dentist clients about publications and meeting in Nassau co.Interview

chiropractics clients about publications and meeting in Nassau co.Brainstorm with
healthcare business owners on marketing
388.
Just do it (Im a professional procrastinator)Just do it Just do it
389.
Just do it. Make a plan and follow it with seminars, email and direct mail.
390.
391.
JVs, create movies, tapes or mp3s of my free 1hr seminar & other free reports,
create my dream 50 (100) list , create story board, pictures the benefits of by using
& disadvantages of not using my services.
392.
Know how to market correctly.
393.
Lear more!!!!
394.
Learn a strategic system, implement one and revise it from the experience.
395.
Learn marketing strategies from you. Learn to sell much more. Have more money
and follow the marketing plan.
396.
learn more of how and what
397.
Learn strategy, Write a plan, and correct advertising.
398.
Learning how to market better and to whom. Follow up with prospective buyers
better and start planning better what is sent out to prospects/active customers in
regards to my direct mail and print advertising.
399.
Letter scripts, ad pieces with endorsements, web presence
400.
letters, networking, internet
401.
Liaise with other companies who share the same prospects, but are not in direct
competition with us. Join China council to find out who wants to do business in
China. Promote our business with Austrade together, give free seminar to get
prospect.
402.
Link tactics into a cohesive program. Increase frequency of contacts. Increase

number of prospects.
403.
Live the strategy Pick up the phone Consistency Discipline
404.
Magazine, get articles in national publications and have conferences.
405.
Mail brokers, attorneys and CPAs
406.
Mail more often recruit telesales team.
407.
Mail to lawyers, accountants, and other leasing companies.
408.
Make a mail, call after the shipment and go myself to the appointment
409.
Make a plan and stick to it. Work on getting some joint ventures going. Allocate
more money for my marketing budget and outsource some of the work.
Page 1003

410.
Make a plan and stick to it. Work on getting some joint ventures going. Allocate
more money for my marketing budget and outsource some of the work.
411.
Make additional contact than through my newsletter and web. Meet bigger
customers personally and call on them regularly.
412.
Make host-beneficiary deals with college alumni associations, subscribe to executive

councils, headhunters organizations, and temporary employment and full time
employment agencies.
413.
Make more calls, write more emails, write more letters, write more post cards.
414.
Make the strategy for long term and plan my sells tactics
415.
Make those calls Decide on a specialty and 3 niche areas (FOCUS) Design an
elegant group coaching program
416.
Mark out more set times to do follow up calls and then do just that. Not answering all
the other interruptions in between.
417.
Market for customers from the most successful people in my community and market
for business partners from working people. learn proper phone skillssit down every
day for 1 hours and think up 20 ways to develop a bigger customer base.
418.
Market more decisively and proactively. Follow up better. Know my competition

better and learn what they are doing that is and is not successful.
419.
Media articles and interviews website restructure
420.
Money, a better plan, and overcoming fear
421.
More advertising Some P.R..
422.
more aggressive advertising, receive more testimonials, turning the consulters dogma
in our country
423.
More bang for the buck would be nice
424.
More contacts. Use ads. More followup.
425.
More direct mail, get referrals from existing customers,
426.
More direct marketing, better reward method for referrals
427.
More education, impact, benefit
428.
More effective communication of core message. More tie-ins with other merchants
and sports teams, perhaps sports equipment (shoe) manufacturers. Third party
marketing firms to implement mktg strategy vs. depending on franchisees to do it.
429.
more efficiency in admin, better use of database, have more products for sale
430.
-More event based marketing.-Monthly column in news medias.-Monthly email

communications with prospect base non promotional / educational.
431.
More events More email marketing
432.
More external marketing, better close with educational seminars
433.
More focus, more concerted efforts, less overhang
434.
More follow-up, being more open to the people around me,
435.
More frequency with campaigns, better quality prospects
436.
More frequent communication, more direct mail, better website.
437.
More listening / designed solutions More infrastructure, more biz without proper infra
is chaos.
Page 1004

438.
More long term planning establish goals measure effectiveness
439.
More market research; more follow-up; more QUALIFIED LEADS
440.
More mkt. education.
441.
More networking, more Internet utilization, more risk reversal
442.
More of everything I do, I dont because of resources which I have chosen not to
increase.
443.
more referral techniques, money back guarantee, better unique selling proposition
444.
More rigorous application of the 90 day contact. More client and prospect visits,
Feedback on client perception of us.
445.
More strategic alliances; find a celebrity to align with; send out prospecting letters.
446.
More testing. More plans.
447.
More time spent identifying targeted markets. 2.
448.
More visibility; active referral system
449.
Much better follow-up with multiple avenues and more frequency. Newsletter. Better
referral program in place.
450.
Net work more. Send more direct mail introductions, Ask existing customers for
referrals.
451.
New hirings (already being done); Taking advantage of the wealth of marketing
information and guidance available from Jay Abraham and elsewhere; Creating
consistent campaigns that are measurable, time specific and goal-directed and
following through, changing where necessary, etc.
452.
Newsletter. , 3 letter system when they dont retain with free reports. More
prerecorded messages. Video loop of me in waiting room Video of me discussing
penalties
453.
No idea
454.
455.
none
456.
none
457.
458.
Not sure. plan
459.
Offer educational pieces to those interested: prospective or current patients,

advertise educational pieces, letter to patients who haven had physical exam in a
long time, cross sell
460.
offer money back guarantees, results are guaranteed keep advertising
461.
Offer quick turn around time. free sampling. provide education materials and methods
via download, cd rom, or newsletter.
462.
Organize database better, automate, know what I want from them.
463.
Organize our client and lead databases so we can market effectively to them. Begin
sequential marketing campaigns. Test everything
464.
Pay someone to manage my client and prospect list, get my mail out, and follow up
with Thank You notes.
465.
Phone people who order a report before Is end it out. Then phone them after they
have got it. Send a different cover letter with my special reports which sets out 3-4
Page 1005

common problems that they may be able to solve with our services. Write a targeted
direct mail letter and send it to a number of targeted prospects using an
endorsement.
466.
Pirate a top sales person from a competitor; hire one or two Superstars; develop
Core Stories for large volume market niches to be presented to upper management
and promote volume contract relationships.
467.
Plan half day each week to think and act on. 2. write out plan 3. list what bogs me
down and delegate it 4. identify top client targets 5. develop strategic alliances or
plan to secure and serve these prospects
468.
Plan them thoroughly with relevant market information and setting specific key
performance indicators ; review them regularly ; implement and act on them
469.
post testimonials on website ask for more referrals more often work to get referred to
targeted companies
470.
Prepare a comprehensive plan Seek professional help in preparing the plan Execute
the plan
471.
Prepare the plan. Map the strategy. Educate the team.
472.
Prepare thorough marketing calendar, refine sales system implementing all steps as
a procedure., develop a clients personal style oriented sales manual.
473.
Present in various formats, study effectiveness of each approach, tweak approaches

and literature
474.
Print, direct mailers and more calling
475.
Promote our website; do more networking.
476.
Proper resource, be more focus, and freedom of execution from the CEO.
477.
Publicty, ezine and newsletter
478.
Purchase more advertising.
479.
purchase of names on inactive customer list, email, web store
480.
Pursue active mining of installed base. Leverage promotion more effectively to drive
behavior. Develop tools to create need for prospecting portion of sales cycle.
481.
put ads in papers, get write-ups in magazine or papers. Talk to businesses who could
use art on their walls
482.
Put all of my plans into action, keep studying, implement, implement, implement.
483.
Put more time in, work smarter, develop staff better
484.
Put some effort into it1. I could put more effort into marketing to the customers I
have2. I could ask my current and new customers for referrals3. I could create an
email advertising campaign
485.
Qualify prospects so as to avoid wasting time. Advertise on internet search engines.

Adv. in industry relevant journals and magazines. Ask for referrals.
486.
Raise capital for marketing effort, contract services, implement
487.
Reach more people, improve ad methods, make it easier to buy.
488.
Read Jay Abraham materials, read Jay Abraham materials, read Jay Abraham
materials.
489.
Reading and learning. Beefing up the website tools A little PR would be nice.
490.
Realize that even though we are cashflow negative, that will not change unless we
market more. Also that marketing is ineffective unless we utilize the leads effectively
Page 1006

491.
Redesign website, rewrite website, and hire salesperson.
492.
Referrals enhance referral system (a la Paddy Lund)Host-beneficiary: re-establish

system Risk reversal: refine in revamped agreement
493.
Referrals testimonials performance guarantees
494.
Referrals, referrals, referrals
495.
Referrals, suggesting additional services to existing clients, calling lost bids and
offering them bonuses and risk reversals.
496.
Refferal system, set buying criteria, educate our clients , dream 250.
497.
Register a domain and have the name on the internet. Increase meetings/contact
with industry insiders Promote referrals made by current clients
498.
Regular client contact; broader public exposure; internet presence
499.
Regular client contact; broader public exposure; internet presence
500.
Resell, follow of clients, create a marketing strategy
501.
Revamp my entire psychology
502.
Review everything we have done to sell our services in the past several years
Develop a marketing strategy Look for immediate things that I can do to kick start
this
503.
Revise the web site. Ask customers for referrals. Ask customers for written
testimonials.
504.
Risk reversal plan, find other back end products to sell the same client (after initial
sale), and focus on developing future sales for when new products are ready.
505.
Risk Reversal, develop a USP and a followup program
506.
Sales scripts, better web traffic, more consistent marketing communications
507.
Schedule regular client follow up; set aside one day per week for marketing efforts;
write a marketing plan
508.
See more people . Put out a news letter. Establish a web site
509.
Send e-mails, go to more exhibits, have a direct marketing campaign.
510.
Send sales letters to existing clients. Call existing clients with new products. Set up
existing clients on a regular schedule to be serviced (this one we are beginning to
implement by having one of our part-timers begin entering our clients into an Outlook
scheduling program.)
511.
Set strategic goals. Design suitable tactics. Act on the implementation of the plans.
512.
Set the standard for customer service, quality, and flexibility as far as pricing.
513.
Set up more joint ventures where people who have a list of my potential clients
introduce me,
514.
Setup website, email autoresponders, and more informative ,mailings
515.
Speak to more people, be more positive, target different group of people
516.
Specific application to wooden industry
517.
Spend $10k on LA lunches. Complete software transformation. Get direct mail going
with sales letter (one I can follow through with the software.
518.
Spend 100% of my time marketing.
519.
Spend a significant amount of time planning and implementing and follow the
Page 1007

implementation schedule rather than being pulled in every direction.
520.
spend more money, better follow up to faxes and direct mail.
521.
Spend more time, partner, and direct mail with better lists
522.
spend time on it, communicate effectively with them, show them the results of our
work
523.
Spent more time. Write a plan. Bring my partners up to speed. Reread your
book(Money-Making Secrets).
524.
Start
525.
Start an internet-page. Make more telemarketing-calls, especially to other agencies.

Be more aggressive in asking for referrals.
526.
Start mailing to my past clients. Create print ads. Increase my numbers and types of
displays.
527.
Start marketing more efficiently, test, create cash-flow
528.
Started website, ask for referrals, make audio tape
529.
Stay motivated; follow-up
530.
Still researching
531.
Strategic Alliances, better automated e-mail system, special offers to those who have
just purchased
532.
Strengthen follow ups, increase referral activity, implement host deals, barter
533.
Stronger business plan, Marketing strategy, implementation plan,
534.
Stronger risk reversal proposition, more detailed testimonials outlining exactly what
their ROI was, more frequent and systematic contact and long term nurturing
535.
Study Jay's materials, test more approaches
536.
Subscription email Considering a more obvious referral reward program just need
to figure out the workings Ordering online working on it
537.
Systematic approach to follow-up calls Handling various rejections from clients

Improve on promotional material
538.
Systematic approach, sales team, Core story
539.
Systematize and hire sales people.
540.
Systematize the handling of all incoming phone calls, letter campaigns, follow up, and
referral systems.
541.
Systematized our operation; deliver on time; be consistent with our massage
542.
Systemize the marketing
543.
Take a Dale Carnegie course. Run more tests. Overcome fear of rejection.
544.
Take a week off to write a plan. Get more buy in from some key people. Hire a
coach to insure its implementation
545.
Take more time to Think, Plan, and Act strategically for my business.
546.
Take on sales reps, advertise more JVs
547.
Take time to speak to the customer to get feedback on how were doing and what
theyd like better done. Have control or review sessions once a month on achievable.
548.
Targeting centers of influence to refer me to larger, more ideal prospects on dream

list Update my orientation again Develop high quality brochure to use at certain
Page 1008

stages.
549.
Test more often and consistently
550.
Testing, testing, testing
551.
The biggest one would be to get a program started.
552.
There are many different tactics I want to test. First, I want to implement a stronger
personal touch follow up system where people get to see or hear of me more often.
Second, Id like to find a good angle where I could create and get press coverage.
Third, I feel quicker follow up with my Talking Ad system is imperative.
553.
This questionnaire.
554.
Three things that we can do now to strengthen our marketing effectiveness now are
1. Increase the frequency of our direct mail campaign 2. Significantly Develop more
ways to increase our referral base 3. Implement a plan that will Give our company
significant exposure on the internet driving more traffic to our website.
555.
Time to co-ordinate more effectively
556.
To act, to act, to act. But only after I am totally satisfied I haven't left any happiness,
lowest risk path, and money on the table after thoroughly researching what is
available to me in regards to the most efficient master strategy.
557.
Too soon to say.
558.
Tracking.Testing.Referrals.
559.
Trade Journal advertising, Local Chamber Business Fairs, PR
560.
Trade shows, newsletters to prospects, partner with IT schools.
561.
Train, focus, followup
562.
Try to pick up windfall profits from non converted enquirers Get clearer handle on
finance to see what we can do to improve image/branding of our organization. Free
up more time for me to form stronger connections with influencers and press.
563.
TV, newspaper, direct mail.
564.
Update webpage, answer email faster, be more aggressive.
565.
Use outside copy writers. Test ads. Use advertising agency to improve quality of print
ads
566.
Use referral, risk reversal, superior services
567.
Use the three Ps not only on marketing but on all things
568.
Utilize direct mail, do chamber meetings, and be more aggressive with alliances with
business attorneys or accountants.
569.
We are currently working on a new script, that was done by Dr. Moine, and we have
revised the sales letters. We are starting to send thank you cards, etc..
570.
We need a marketing plan.
571.
We plan to try and sell some of our subscription products through third parties. We
are trying to build a broader range of products so that we can meet a broader
demand. More effective copy.
572.
Web site, hire telemarketer, more press releases
573.
Web site, mail shot, advertise
574.
Web site, referrals, develop a marketing strategy for marketing consulting.
575.
Website , development of brochures and image development.
Page 1009

576.
Website, seminars, advertising
577.
When visiting my 20 prospects every day ask them if they have 5 minutes and then
test varying openings, offers, and pricing to see which combination will pull best.
That is the number one item now. When I have some regular clients and have more
cash flow I plan to put a monthly ad in the local business journal to create
awareness and offer a free White Paper that covers the items in my seminar. I might
even tape my seminar and offer an audio tape.
578.
Where do I begin. Ask for referrals. Develop a powerful USP.
579.
Win the lottery and invest the money in crushing our competition. build customer
loyalty. deliver more wows to get more referrals.
580.
Wish I knew.
581.
Work my referral system more aggressively.
582.
Work on more pillars, develop more of strategic focus on each product line and on
the overall company vision, work on more host beneficiary
583.
work on our systems, get out of always doing, doing it, monthly newsletter
584.
write a plan of action and follow it
585.
Write a plan, and stick to it my issue is we are sti testing a lot.
586.
Write an ezine, submit articles and create a product.
587.
Write articles in the local papers, develop back end and hidden assets
588.
Write better copy
589.
Write longer more detailed selling letters. Be at the customer face more often.
590.
Write more articles and get them more distribution. Seek more joint ventures.
Participate in biz chat rooms.
591.
Write more effective press releases. Get my cloned site on the search engines with
more reciprocal links. Finish my 5th book. Get my affiliate program in place.
592.
Write more to the point content for mails Be more visible at social functions Create
more leads
593.
Write more, improve monthly newsletter, more public presence
594.
Written marketing plan
595.
Written marketing plan. Adequate marketing budget. Distributor, Customer Service

training.
Page 1010
Question 55. List The Materials, Products, Programs of Mine

Youve Been Exposed to Plus How Often, How Well Youve
Studied and Honestly Applied Each One.
Question 55. List the materials, products, programs of mine youve been exposed
to---plus how often, how well youve studied and honestly applied each one.
1.
0 (2)
2.
1) Getting Everything You Can Out of Everything You've Got -- Re-studying it now
with a view of applying as many of its "21 ways" as possible2) Mailed materials3) Emailing materials which have helped understanding of marketing and how I could
change my approach4) Course in marketing (which I have recently
misplaced).Marketing, like economics, mathematics, is both a language and a
conceptual framework of its own. It has taken me that last couple of years just to
start to understand the way of looking at things and only now am beginning to see
what needs to be done. Cant wait to see what the year will bring!
3.
1. Business Breakthroughs and accompanying special reports; 2. NightingaleConant 6-cassette tape program. 3. Taped Interview with Tony Robbins; 4. Getting
Everything You Can Out Of All Youve Got; 5. The materials received at the
December 2002 Mastermind Marketing Summit. I believe that the essential message
of your materials is that we must think three-dimensionally. Zig Ziglar, I think,
captures it well when he says: You can get anything you want if you help enough
other people get what they want. I am constantly thinking how I can help others get
what they want so I can get what I want. For example, I was at a Microsoft Seminar
on its new Customer Relationship Software the other morning, and sat next to a guy
who is a business intelligence manager for a specialty foods distributor. The next
day, I referred him and his company to a contact of mine who runs a software
company dedicated to showing companies how to enhance their efficienciew with the
Internet. In due course, I plan to arrange a joint seminar with a law firm looking for
clients, the software company and me, so that we can each invite our respective
clients and all benefit from each others expertise.
4.
1. Protg program sponsored through Robert Allen, 2. Mastermind Seminar in LA

this last year and all pounds and pounds of mind blowing material that came with
those programs. I have spent probably on average 5 to 10 hours a week trying to
absorb all the information and listening to tapes (Wizard edge, Encounter with Jay
Abraham, etc). Currently, I am trying to figure out what ones of the hundreds if not
thousands of ideas to use in my business and how and when to implement them.
5.
100 Marketing Weapons Have tried most of them haphazardly. Stuck with the ones
that I can easily teach to my sales people and use daily. I.e., educate customers,
promote customers, increase perceived value of being our customer, point out the
higher quality and value of our products and services. MasterMind love the
concept, have not been able to find people I really want in it, and do not know what to
offer them and get them to stay with it. Have used the concepts to better utilize
discussions with my partners.
6.
1995 Mastermind Marketing Event.
7.
1--Attended Internet Seminar, but wife was deathly sick 2 of the 4 days, greatly
distracting me. (Wife has Type I diabetes (44yrs) and has had numerous health
problems which take away time, effort and intensity from everything I do. She is a
brilliant marketer, but I have so far been unable to figure out the best way for her to
help. She is now getting healthier and may be able to help more. She is a truly
remarkable and wonderful person, so this is not an excuse, but it is definitely a factor
in our business.) 2Money Making Secrets. book, 3I have mountains of
material that I have barely scratched the surface studying.
8.
21 Principles Ive read this book but its to soon to apply the techniques, we are a
Page 1011

start up.
9.
21 Ways. MMT 2nd Dec. 2002 I study the materials daily and apply them diligently.
10.
2-3 day seminars
11.
3 Ways to grow your business Tape set; Mr X book - I honestly have not put many of
these things into practice yet.
12.
4 products and I felt as though I needed someone else to implement them , I am

good at ideas but bad at implementation
13.
5 day live seminar in LA several years back, Nightingale conant tapes you did, your
book and the emails over the last few years. Look at when I did them and havent
reviewed much.
14.
53 referral systems; listen to about 10%; ask for referral
15.
93 referral methods tape and the home study course on Mastermind Marketing
from Dec., 2002.
16.
93 referral system
17.
93 Referral Systems not well Getting Everything You Can not well
18.
93 referrals, mastermind marketing
19.
93 ways referral system; the 6 weeks program growing from where you are to where
you want to go. I did not complete the 6 week program. I did not consistently
implement them.
20.
97 referral techniques, Your secret wealth, eX Factor program, Mastermind marketing

program, Making the money connection, Getting everything you can out of all youve
got
21.
A big Marketing Book which I loaned to my manager and he lost it. My first sign in
home study of MMT
22.
A book (Money Making Secrets of Jay) I purchased years ago and the package from
the last seminar. Weve gone through most of the package. The book was read and
notes were made. There is lots to apply, and lots I havent used.
23.
A couple, dont recall which off hand. I dont enjoy marketing so I mostly skimmed
them.
24.
A lot of materials generously provided free from Jay, our hero. First introduced
through the How To Get From Where You Are To Where You Want To Be
Materials. Studied too infrequently. Pathetically applied.
25.
A lot of the stuff Ive received has been online PDF format: Jay Abraham 101.pdf, Jay
Abraham Combo.pdf, 6hrs With Jay.pdf, Barter Info Reportr.pdf, Double Your New
Business Opportunities by Paul Lemberg 11-03-02.doc, Drews 27 FreeTools.doc,
elite100.pdf, Headline Insert Challange.doc, How To Keep Your Sales Flying High by
Andy Miller.pdf, Jay Abraham Combo.pdf, Jay Abraham elite100.pdf, Making the
Money Connection Summaries.doc, MasterMind%20 Report%209-10.pdf,
MasterMind Report.pdf, Multi-Million$.doc, Orders Of Magnitude.doc, Orders of
Magnitude Report.pdf, overview report.pdf, Re:Thinking In Side the Box.doc, strategy
report part1.pdf, Strategy Report P12 and P2.pdf, Twenty Five Mastermind Marketing
Strategies to Outmarket Your Co.doc, ultimate market domination report 3 1.doc,
UltimateBusi[1].Advantage.pdf, Young Entrepreneurs 10-15-02.doc and Getting
everything you can out of all you got by Jay Abraham. Not really sure how to
implement them. Given a fair amount of effort.
26.
A one day seminar in Sydney and some tapes and books from that seminar
Page 1012

27.
A PEQ series that I listened to some of. Have not studied & applied very much.
28.
Abraham methods
29.
Ad hoc - what has been in your newsletters, grabbed what I could use at the time
30.
Advertising classics, PEQ, Mastermind, 93 referral, getting everything youve got,

Protg Mentor
31.
After reading seminar info again, plan to start next month.
32.
All e mails referring to Carl Turner
33.
All free papers over lst year, read once or twice in most cases
34.
All of the free information for the past 5 years, purchased notebook and several
seminar notes. I have read everything at least once, in several cases I have reread
several times and worked to apply the concept in my business.
35.
All of your free stuff via the web plus some early hard copy programs.
36.
All of your home study materials since Ex factor. I have applied very little.
37.
All the material supplied before and after LA summit. Have read the books, not
listened to all the tapes and just started looking at the website. Basically still
overwhelmed by all the information although I understand the basics.
38.
All three PEQs (have listen to tapes several times, watched videos, need thorough
study of written materials Home study to most recent Mastermind Home study to
several other Mastermind Need to internalize the written material and continue
application.
39.
All your programs since end 1999.
40.
Almost all of them in the past 5 years. Have studied them, but have not been able to
figure out how to apply them to my business.
41.
Almost everything on your website
42.
Am a relative newbie to this so far only have exposure to your e-mails and articles
available on your web-site.
43.
Anthony Robbins Seminar in Hawaii, did not implement very well, information on the
internet study and very interested, a few books Money making Secrets of
Marketing Genius Jay Abraham and Other Marketing Wizards.- implemented very
little.
44.
As previously mentioned, I have just begun studying your material. I have

purchased: The Mr. X book - I have just skimmed over this so far The MMT home
study - I have read some of the grounding and bonus material (chapter 17, the
sequential marketing overview, some of the edge reports)I have just ordered your
book.
45.
Attend the 94 conference in LA, purchased the marketing book by Mr. X, Singapore
Tapes and work book, United Kingdom Advanced X factor & work Book, European
Super Summit Work book & tapes and the 2,002 home study Mastermind
program(currently working through) Studied at about a 20-30% efficiency. Ive only
applied a few of the many concepts that Ive studied and learned. However, Ive had
enough minimal success to keep coming back because they have worked on a
limited basis.
46.
Attended as staff two of your mastermind programs, read your book, bought and
listened to your tape How to get from where you are to where you want to be.
47.
Audio cassette tapes comprised in Your Hiden Wealth, Mastermind Marketing, and
Book-getting all you can..They are next to my bible
Page 1013

teleconferencing in 1998.
48.
Audio cassettes and some of your articles.
49.
Aussie boot camp, Internet summit, Dec2002 program plus various other packages
50.
Australian Mastermind Marketing Singapore Mastermind Marketing93 extraordinary

referral stystems Ex Factor in London European Super Summit How to get from
where you are to where you want to be Ive studed them all in massive detail. Ive
got notes to them all on my computer. These I review a lot. Plus I re-listen almost
every month to about 5-10 hours. Ive applied everything Ive thought of . But theres
so much I havent applied it all yet. I started with the biggest bang for my buck.
51.
Basic materials but I like how you force people to think outside of their own field to
use marketing strategies across other professions. I have not studied it enough and
therefore not applied it. The idea is often in the back of my mind.
52.
Basically just bits and pieces from emails you have sent.
53.
Basically just what Ive seen on your Website. Im in the process of studying and
applying all of your stuff.
54.
been exposed to a lot, even bought some, and it is more the philosophy of these
programs that I have learned from because I can not honestly say I have ever applied
specifically anything
55.
Been exposed to material for eight years and have honestly tried to study and apply
them. My problem initially was that I couldnt make good judgments about the likely
costs and resource implications for each of the tactics and therefore couldnt make
good judgments about which tactics would be the most feasible and effective. Tried
to do too much too quickly and left myself in a very vulnerable financial position.
56.
Been seeing your materials for the last 4-5 years. My father gave me my first
exposure. Have your book. Just purchased MMT as my first purchase. Have used
risk reversal successfully, also pre-sold software licenses and maintenance in Q4 02.
57.
Book ~ Getting everything you can out of all youre got. Newsletter, conference call,
all your websites
58.
Book Getting Everything You Can Out of All Youve Got, some newsletters, your
web site, an audiotape.
59.
book Getting Everything you Can...

Articles some 2 times.
60.
Book program, the December live AMA event Used referrals, used host beneficiary,
tracking, life time customer value all the time.
61.
Book- studied a little. Audio interview with Tony Robbins, listen several times.
62.
Book, Aussie Boot Camp tapes (listened to 2 times) $15,0000 Boot Camp (listened
to 2 times), attended December event, reviewed notes, made notes of things while
listening to tapes and CDs. Listened to Volume 1 of the December event, talked with
a group of people about what we had learned, think all the time about what you have
taught us, see signs and go, Jay wouldnt have approved of that, there is no direct
response in it. Awareness and an expanded and changed mind view of marketing
is probably the biggest stuff for me. Oh, I have also listened to phone calls (invited a
group of people over to listen to them with me and discussed it afterwards.)
63.
Book, free articles, some tapes. Not very good application.
64.
Book, read twice and applying strategies. PEQ sent back due to cost. Previous
business couldnt afford (underestimated foreign currency cost). Read and took in as
articles from web site. Read book 3 times.
Page 1014

much as possible and once I have started to see some results from my knowledge
base from book and other information sent will probably reorder or buy another
course. Attendance at seminars is a huge initial outlay as based in Australia.
65.
Book, Tapes, PEQstudied applied weekly/monthly
66.
Book, Tony Robbins taped interview, protg tapes, . Honestly, Ive tried a few, but
had poor follow through
67.
Book: "How to Get All You Can Out of All You've Got" by Jay Abraham
68.
Book: Jay Abraham. Marketing Secrets.
69.
Books "Getting everything you can out of all you've got" & "No Nonsense Guide to
Great Wealth" & website & emails.
70.
Books emails
71.
Books, Tapes and PEQ II.

completeness I would like.
72.
Books, tapes very poorly
73.
Books, tapes, newsletter, conference calls, PEQ and PEQ II. Have not applied well.
74.
Boot Camp in California in 90's. E-mail material since. Studied Boot Camp material
and tried to apply it to our old business with very little success.
75.
Bought the Mr X book but havent read!
76.
Bought the 3 volume set with tapes from Nightingale Conant the 400.00 one that you
made 16million from bought the set of 6 tapes from Nightingale Conant bought the
book
77.
Bought the Money Making Secrets book but find it hard to apply to a product like cash
vault services within a major bank where my clients are sales people dazzled by
higher profit margins in sexier products.
78.
Breakthrough newsletter years ago, PEQ I and II home study courses. Ive gone
through them all, but do not do a good job of really getting into it. I tend to get too
busy with working in the business and do not spend enough time working on the
business
79.
Brief mailings, I have never been to a seminar.
80.
Business breakthrough newsletter and every direct mail piece.
81.
BUSINESS BREAKTHROUGHS - I keep a binder of em, and browse through for

inspiration a couple times a year. It all sounds great, but haven't been able to find
ways to implement much. What we have implemented certainly hasn't done much to
increase business, to say nothing of profits SEVERAL OF YOUR SPECIAL
REPORTS, ETC - same as above - sounds great, but what does it really mean for
us? THREE OF US ATTENDED a short Seminar you put on in Long Beach last year,
and it really turned us OFF. You had advertised that you would provide tools and
tactics to be successful even in the recession. None of us felt you did anything but
'brag' about how great you were, and tell us that we needed to sign up for the new
mentoring service you were promoting. We went expecting some real info and
inspiration, and left feeling we'd been pitched some time-shares
82.
Cant remember what I have seen, but I havent spent time with any of it.
83.
Dec 02 Mastermind marketing and working to apply
84.
December Mastermind Marketing seminar, and follow-up conference calls, as well as

pre-conference and other materials provided. I have reviewed the materials seriously,
We apply them on a daily basis just not to the
Page 1015

and have much more to cover. Need to develop a systematic routine and schedule
for continued self-education. Joined a mastermind email group, participating
regularly. Have begun to study your techniques, and am beginning to implement
them, will test results, and refine.
85.
don't even remember one, as much as I dislike admitting to it. Sorry.
86.
E-mail articles and newsletter. I read them, often make notes, and now and then have
gotten my toes wet. I have found that many of your ideas were bigger than where I
wanted to go at that time. Ive kept them, however, because I knew there would come
a time when big was okay with me.
87.
Email information and download information. Has led me to making the decision to
spend AUD$5,000 on the Mastermind Program. This Mastermind Marketing Training
program I am very determined to work hard and gain the expertise that I need to
successfully market my business
88.
Email stuff
89.
e-mails we go over what we receive, attempt to model and apply what we receive
Money Making Secrets- We pour through it over and over and test out different
examples and work at developing their consistent application.
90.
Emails literature- and 21 ways book. Helped with my letters and mail shots. We are a
new company and refer to your material before we embark on new selling-marketing
ideas.
91.
EX-Factor, Master-Mind Marketing, PEQ, ... . Not studied any thoroughly or applied
much from any of them.
92.
Exposed to a lot, applied not too many so far. Applied the sales letter-type internet
site the best. Have mountains of materials, not all have been read and/or listened to
yet.
93.
Exposed to a lot; applied 50%
94.
Exposed to just about everything studied most applied over 70%
95.
Ezine newsletter. No idea. Been in receipt of it for approx 3 months.
96.
Free reports at Abraham.com,I studied it seriously and try to apply each strategy on
my business.
97.
Free reports, and Mastermind Marketing Summit 2002 Home Study. For a scale of 1
to 10 I guess is 4 (1 been low, 10 been high)
98.
FYMEO, and your marketing genius at work. I have not been able to use it, because
my ex-wife said she didnt know where it was when we divorced and she wouldnt let
me look for it in the business offices. When I bought this business I needed it even
more desperately, but she still denied any knowledge of where the books were.
99.
FYMEO, Billion Dollar Internet Summit, My Life In Marketing, Wizards Edge I feel
Ive done a good job studying and applying, although education and application never
ceases. You can never become good enough
100.
FYMEO, Your Marketing Genius at Work and Money Making Secrets of Jay Abraham
and Others. Havent studied them well or worked the strategies well
101.
Get everything you can out of all youve got
102.
Getting all you can, Im in the middle of reading it now.
103.
Getting everything you can out of all you got stealth marketing21 power principles
cassette tapes of interviews audio files breakthrough articles100 greatest
Page 1016

headlines12 case studies
104.
Getting Everything You Can Out of All You Have Got. Studied this book many times
and have tried to applied, unsuccessfully, many of the applicable ideas in it.How to
Get Any Business Going and Growing. Studies and listened many times. Applied the
concept of Risk Reduction. Now we offer 60 day free trial.
105.
Getting everything you can out of all youve got the book and the tape, the Tony
Robins interview tape the Marketing Contracts Book plus various downloads from the
Website. I have made quite an extensive study of the materials recently I have used
risk reversal successfully we are using database research scripts we could be doing
a whole lot more.
106.
Getting Everything You Can Out of All Youve Got, book Your secret wealth tape
107.
Getting Everything You Can Out of All Youve Got: 21 Ways You Can Out-Think, OutPerform, and Out-Earn the Competition. 21 Power Principles Stealth Marketing.
I have only completed reading 21 Power Principles. The rest I go back to when I
am motivated.
108.
Getting Everything You Can Out of All You've Got: 21 Ways You Can Out-Think, OutPerform, and Out-Earn the Competition ; I read this book and tried to implement
some of the things, but I got so overwhelmed that after a while of working with it, I
forgot about using it.
109.
Getting everything you can out of everything you got,
110.
Getting everything you can out of everything you got, Protg Mentor tapes, stealth
marketing
111.
Getting Everything You canMind Capture A live seminar on audio tape Honestly, I
"know" the information, but have not strategically applied it.
112.
Getting everything you want with whatever you have the book- - inter view with Mr
Robins Application has not been consistent or rather have not applied it to the
business currently
113.
Getting everythingHow to getMastermind Marketing PEQ IPEQ II Stealth

Marketing
114.
Getting the most you can from what you already have (Book)Money Making Secrets
of Marketing Genius Jay Abraham PEQI studied most of them. But havent applied
except around 5-10%.
115.
Grounding package and seminar material from December. I listen on a daily basis as
was recommended in your grounding package.
116.
Guerilla marketing plus get the most out of everything you can and a few ideas here
and there. Just skimmed for the essence to see if I can apply these ideas to my
market
117.
Guerilla Warfare - we found that many things just could not be adapted to our
situation.
118.
Guerrilla Marketing; The Marketing Wizards Edge; Your Secret Wealth. I realize that
we havent really worked at consistently applying any of them.
119.
Had your big manual some time ago lent it to an ad agency and never saw it
again. I had Xeroxed the U.S.P. section as well as the 10 Marketing Mistakes
Module which I distribute frequently.
120.
Hard copy of 'Getting more" book, Interview with Anthony Robbins, one Home
study course. I would say I've understood it about 70%, applied it about 70%
Page 1017

effectively, but not as often as I should (about 30-35%)
121.
Hard to make this specific. Theres so much available from you. One thing comes to
mind: risk reversal. Weaving that into all we do.
122.
Have been exposed to (a) Master Mind Marketing, (b) PEQ, (c) Referral Systems, (d)
Results Newsletter and (e) various printed materials and tapes on a number of
subjects. Ive picked out some principles and applied them such as (a) risk reversal,
(b) lifetime value of a customer and (c) headlines and copywriting techniques for
more persuasive proposals and supporting documents. Clearly, I havent picked out
all the big hitters for my business as this systematic re has pointed out.
123.
Have materials from the middle to late 1980's.
124.
Have no clue because I don't have them filed separately. I put all my marketing ideas
in one file.
125.
Have only read the book and read the free documents sent out. Only Have this
business because of the strategic alliance concept of Jays.
126.
Have only received one program and have not had the courage to accomplish the
ideas contained within. Ill be the first to admit it.
127.
Have only recently bought your book Getting Everything You Can. Still reading it
128.
Have purchased books and I read all of your promotional material.
129.
Havent applied well at all. Purchased the mastermind marketing CD set and read all
the materials youve sent.
130.
Havent really studied them in a while
131.
Home study course of Jay Abraham
132.
Home study kits of PEQ I & II.

potential.
133.
Home study program Dec 02
134.
Home study program.
135.
Home study seminar tapes and work books Ive studied but havent yet
implemented everything. Ive only had them for three weeks
136.
How to get everything you want out of everything youve got
137.
How to Get from Where You Are to Where You Want to Be 12 cassette program.
Listened to tapes several times, began exercises, didnt complete. Getting
Everything You Can Out of All Youve Got 2 cassette program. Listened several
times. Quantum Leap, Aug 16 20, 1993.Listened to all cassette tapes once, about
to listen again. PEQ Aug 2002 Watched most videos more than once. Implementing
many ideas. Stealth Marketing. Read most of it. Everything youve sent to your email
list over the last year or so. Overall, I absorb your stuff probably much better than
95% of people. You have had a profound impact on my thinking and it has had
definitive impact on how I have grown my business. Most profound and most simple
is offering a moneyback guarantee. Opened so many doors!!! You have taught me
how to spot opportunities I would have missed. You have taught me how to write a
sales letter and design a program from a point of view that emphasizes the benefits
to the client, etc.I learned about testingI can probably go on and on
138.
How to get from where you are ; read material, but got bogged down then daily
activities intrude and I lose steam
139.
How to Get from where you are to where you want to be applied it 12/96 2/98 with
Only studied and applied to less than 50% of
Page 1018

a nutritional MLM with good success; Money Making Secrets I read 2/3 and applied
direct mailing ideas for nutritional business; MasterMind home study am in process of
reading and listening to apply to new venture
140.
How to Get from Where You are to Where you want to Be Hidden Wealth both
studied regularly, but not applied too well
141.
How to Get From Where You Are to Where You Want To Be Home Study
Mastermind Marketing Home Study Applied 1st one consciously 4-5 years ago,
embraced a lot of the language and applied it. . .have much more juice and energy on
the current Mastermind program. . .idea whose time has come
142.
How to Get From Where You Are to Where You Want To Be In Your Business or
Professional Practice (tapes and workbook)Money Making Secrets of Marketing
Genius Jay Abraham And Other Marketing Wizards Tape Interview with Tony
Robbins Incredible Case Studies 2002How to Double Sales In 12-18 Months
Masterminding and Other Special Reports Live Research Teleconference with Jay
Abrahams and Chet Holmes (Chiropractic Marketing)I read from your books and
reports frequently, particularly when I am having a difficult time with my marketing
efforts and I listen to the tape series over and over in my car when I travel. I am still
trying to absorb the hundreds of pages of reports and information I have received
from you in the past couple of months alone. I have honestly only been able to apply
a fraction of the ideas and concepts that I have studied. Those that I have applied
have been helpful but I never seem to get the kind of response I expect. I think you
pretty accurately described my frustrations with the volume of information youve
made available in the introduction letter to this survey. Ive spent the time to study it
and have been either too overwhelmed or inadequately prepared to put it into use in
a way that it would produce the results that you and I both would like to see. I have
found that, even though the concepts make sense to me and the ideas sound great
on paper, I dont seem to be able to translate that into a meaningful tactic or strategy
that I can effectively implement for my practice. The Live Research Teleconference
was particularly frustrating because the entire program had been designed to
accommodate those from my profession who were pursuing the ache and pain based
marketing that I was trying to move away from. Chet Holmes was not at all open to
entertaining my questions about how to create the niche marketing that I needed
during the question and answer periods and my letters addressing my need from the
program went unanswered; I assume because I was a minority concern in the larger
program.
143.
How to get from where you are

Marketing secrets book
Periodic white
papers you have sent out
I refer to these a lot, just now getting in a position to
use them
144.
How You Get From Where You Are To Where You Want to Be is our Jay Ab bible,
together with various other tapes and occasional Jay Ab material all our staff are
required to study it and we refer to it regularly in our review sessions, i.e. we apply it
diligently but only AFTER adaptation to allow for European customs and sensibilities
145.
I am new to the abraham group, brian tracy introduced me to you, via his newsletter, i
then purchased your marketing manual for $367and one audio book, using all you
got.., as well as reading everything on your website.
146.
I attended the Mastermind marketing program 12/6-92002this was my first

exposureprobably invested another 40 hrs of study
147.
I attended your Dec. 2002 Mastermind Marketing Program in Los Angeles. Prior to
this, I purchased your $395.00 marketing book. I have not been diligent in studying
or applying ideas to date.
Page 1019

148.
I bought How to Get From Where You Are to Where You Want to Be a few years
ago, then I previewed your Chet Holmes/Jay Abraham program but didnt have the
money to buy it; besides it seemed to be too much info for a small business like mine.
149.
I bought test marketing program which you later offered for sale through the
Nightingale-Conant company. I got only a little way through it because I felt I needed
spend a lot of money to implement some of the steps, but I didnt have have capital
nor confidence to do it at the time.
150.
I first came to know about Jay in 1989 when I watched an infomercial on LA TV. I
bought Your Marketing Genius At Work. Then I attended at 14 hour (1 day) seminar
in Melbourne Australia in January 1992, which was magic. I then purchased a great
package of resources including How To Get From Where You Are To Where You
Want To Be, Getting Everything You Can Out Of All Youve Got and Money
Making Secrets plus other great resources. I have studied these resources and
applied them to a limited degree but have always been hampered by inward thinking
regressive marketing experts. Now I have a group of forward thinkers with open,
receptive minds. We will fly.
151.
I generally flip around for ideas but I cant say one particular idea I implemented I
am in the process of writing a letter to get me in the door with doctors- I plan on
using many of your methods for writing and scheduling the follow-up, I hope to begin
implementing it during this week
152.
I had never heard of you before reading a Gary North endorsement of your program
in November 2002, so my first and only exposure to your materials was in prep for
and during the Dec 2002 LAX Hilton program. Since returning to the Philippines I
have been working to apply several of your principles, one at a time, including a
lifetime money-back performance guarantee on all our work; the establishment of a
host/beneficiary relationship; and asking for client referrals on a more disciplined
basis. I already had JVs as an integral part of our strategy and continue to expand
this activity; and although I had already envisioned the creation of an ezine, your
suggestions has brought this into much sharper focus.
153.
I have "Your Secret Wealth", and just purchased your "Mastermind Marketing Home
Study Course" in January. I am working now on ten different marketing approaches,
and getting a strategy set for each one. I understand I do not know allot about
marketing. That is why I really want the "Mastermind Marketing Strategic Summit"
home study course. You have given me the tools, and knowledge to chance my
families life for the better. Thank You!
154.
I have a folder of 44 documents (Word, pdf, audio), some marketing materials, some
freebies, other my summaries of some of Jays concepts and teachings. I also have
an audio program of Jay being interviewed by Tony Robbins that I find very
informative.
155.
I have a ton of your stuff but not easy to access information easily to actually
implement a strategy.
156.
I have a very wide array of your materials, but have really only skimmed them and
havent diligently applied them because I dont feel I have the time while launching a
new business.
157.
I have all your pre Mastermind'2002 materials. I also have Stealth Marketing which I
bought used from some guy in USA I go through it once a month/two months. I
love it. For me 1 dollar is like 4 for you Polish economy is weak so your products
are beyond my budget... for now. But I'm going to get other used products of yours.
158.
I have attended 3 live conferences not including this one I have both PEQ programs
Page 1020

on audio and video plus transcripts when available I have the recent Mastermind
programI have at least 2 other of the courses
159.
I have been exposed to a wide range of programs from the university level to tape
and written programs from Dan Kennedy, Brian Tracy and Jay.
160.
I have been exposed to ONLY the information provided on the web site, and now I
am reading the book how to get everything
161.
I have been exposed to PEQ 1,2,and 3 via home study. (I have read and studied
certain chapters out of PEQ 1) I have been exposed to audiotapes of mastermind
sessions. (I have listened to several tapes numerous times). I have read several of
the white papers that crystallize certain subjects like masterminding. As far as
application, I am sure that I have only applied a few small percentage.
162.
I have been overwhelmed by the home study course I received in December nad
which I am still studying on a daily basis, and will do for the coming months ( and of
course implement relevant tactics)
163.
I have bought the tapes and book and then not studied them
164.
I have every article from your web site, your book and many of the email
165.
I have just received your book from Amazom and I am in the process of studying it
and I will be receiving your latest course in a week. I have also downloaded a few
articles from your website. I am just at the beginning, but I am impressed and I am a
fast learner.
166.
I have just started reading your material, and am very impressed, but way too early in
the cycle to have gotten anywhere.
167.
I have listened to the tape (many times) how to optimize your Business I think
tapes are the best way for me, I can listening when I am driving or gardening. I have
read the compendium of the Abraham Method, how to multiply your business
resultsHonestly I can t say I have used some particular program, but it is in my
head working. Much time is reading how successful you are and how much money
you have helped yourself and others to earn. I do understand that you have helped a
lot of people, thats why I am interested in getting some help.
168.
I have listened to your tape program several times and read your book, Getting
Everything You Can Out of All You Got. I have taken notes and am probably better
at following up with prospects and customers because of what I read and heard. I
have never attended a seminar and watched part of tape.
169.
I have mainly your older stuff and I have given it a number of readings. I know there
is still a ton I could do.
170.
I have many Abraham tapes papers, reports, transcripts and his book. I have spent
time studying them but not as much as Id like.
171.
I have many of the marketing materials that you provide including Your Secret
Wealth, How to Get From Where You Are to Where You Want to Go, tapes of several
Master Mind Conferences, tapes of eX-Factor conference, and a number of other
tapes and reports. I have applied a number of the concepts in my own business and
others in businesses of my clients. I probably use about 20% of what I know.
172.
I have most of Jays material and have just started (4 months) to really digest and put
into place. It is very richlike eating fudge. It tastes great, but after more than a few
bites it becomes too much. You have to pace yourself a little.
173.
I have most of the material you published, bought at one time in a special discount
pricing package. It was a coup! As I read some of your methods, I am impressed by
Page 1021

their ingenuity. Unfortunately, I have not read or listened to many of your materials. (I
would be interested in purchasing the Mr. X. book written by a former client that
tersely summarizes your core philosophies; it acts a concise recap. Sadly, I bought a
copy and then lost it. Do you offer a special Abraham client discount?)
174.
I have not been exposed to a formal program, but have received several emails with
various documents covering different tactics. I have not found a way to pull it all
together to make it work for me.
175.
I have not been exposed to any that I am aware of, yet; but I hope to.
176.
I have one book .Most of the examples are to expensive to do or not relevant to my
industry.
177.
I have only applied myself in a limited way I get more satisfaction from inventing
than marketing.
178.
I have only brief, limited exposure to your methods.
179.
I have only read your book.
180.
I have only seen a small portion of your encyclopedia, that is all.
181.
I have purchased many programs over ten years and have attended one live event.
Our implementation has picked up speed lately over the past year. Teaching the
materials to my team. I have spend hundreds of hours listening and studying and
have implemented many ideas but my team and I are working hard now on full
implementation.. PEQ really made the difference for me.
182.
I have read ever email and pdf you have sent. I read religiously every day for about
2hours 5 hours. I have been doing this since 1999. online and offline .Your all you
got book Bought your mastery uni videos off ebay 2 years ago and harry pickens
watch about once a week Dan kennedy magnetic marketing kit Australian boot
camp 48 tape set
183.
I have read the Stealth Marketing eBook. I have started implementing some of the
concepts associated with LIST building. Recently I have accessed the material at
www.abraham.com but did not do much with it. However, it was a most significant
learning experience to read the materials. The 21 Power Principles are excellent.
184.
I have read your book and am in the process of listening to the mastermind marketing
program. I am reading through all of the material and would like to apply all of the
theories.
185.
I have read your book twice and summarized parts or it. I need to reread and finish
the summary. We must now spend time doing.
186.
I have recently received the home study marketing course and have just gone
through the beginning tape set
187.
I have several of your marketing books and I am in the process of studying them and
when I find something I am not using I add it to our marketing program.
188.
I have skimmed through The Master Mind Report, Mastering Optimization Report,
Dream Team Report, Barter Info Report and 6hrsWithJay. I have not applied any of
these strategies.
189.
I have studied some of your materials but I never seem to apply them. I dont
understand how to ues them in my business. Im sure its me----- not your materials.
However a how to, step by step guide would be very helpful
190.
I have your Sales Ideas as written by X, and listened to the tapes which came with
it. Great ideas, but more applicable to the selling of products rather than of services.
Page 1022

191.
I have your book, Get Everything You Can From All Youve GOT, Stealth Marketing,
Money Making Secrets, 93 Extraordinary Referral Systems. I havent studied that well
at all.
192.
I have your mkt techniques manual, but it is mostly a reference source. I am

participating in Michael Mastersons Creative Writing and Direct Response Courses.
193.
I have your Nightingale Conent tape: Secrets to Building Wealth and your book
Getting Everything You Can out of Everything Youve Got. I have also purchased
many tapes and videos during your sale programs, which are varied authors. I have
used concepts from your tape series regularly, especially the story about the real
estate woman who became a consultant. I coach clients in career transition, so this
story has been a great help to them. I would say that I do not apply your techniques
on a regular basis. This is something I need to work on.
194.
I have your tape series from Conant Nightingale and your book, Getting everything
you can out of all you got and the two tapes of the Tony Robbins interview, and I
was a former monthly newsletter subscriber to your newsletter from Phillips
Publishing. I listen to the Tony Robbins tapes every three or four months and the
tape set from Conant every six months.
195.
I havent honestly study them because of lack of time.
196.
I haven't found that much time for studying them.
197.
I honestly cannot remember what material I have been exposed to. I havent studied
it in about 3 years.
198.
I knew about you only 10/25/02 and the only training I attended is MMT in Dec 2002,
honestly I have NOT yet fully digested the seminar materials
199.
I know of you from years ago, through my sister, marsha friedman she used to work
with ken gerbino). i have some of your books, i have not studied them as much as i
should have i get started and get as great idea and then veer off and lo and behold
it is weeks or months and i havent look at your books.
200.
I like "Money-Making Secrets of Marketing Genius Jay Abraham and Other Marketing
Wizards". It seems to be a fairly comprehensive compilation. I read when I get the
chance--I am about 1/2 way through. I do read your emails and freebies as well.
Application is as time allows. I am really impressed with these techniques and want
to apply and refine them.
201.
I listened to Your Secret Wealth several times. I received the MMT home study and
have been immersed in it. I have listened to all the tapes and have started my second
listen. I have read some of the materials, jumping around throughout the books. I am
just starting some implementation, but recognize the need for more strategic work.
202.
I love to read and have read the book and booklet each about 3 times -- and we are
redoing our tactics because of this
203.
I never heard of you when I was in business earlier. Since then, Ive read Getting
Everything You Can Out Of All Youve Got, along with materials youve been sending.
Im working on a new business plan, and am reading your material with an eye
toward my new business.
204.
I only have your book Getting Everything You Can From All Youve Got. I have read
it twice cover to cover now. But I cant say that I have honestly applied anything.
205.
I purchased the 400 page book Money-making secrets of Marketing Genius Jay
Abraham and Other Marketing Wizards. I have read practically every mailing piece
Jay has sent. I have never attended an Abraham seminar because I havent
Page 1023

implemented what I already know should. I have learned to keep better records to
determine the most profitable area, how much we spend in sales and to get the
marginal net worth of a customer.
206.
I purchased the book "Money-Making Secrets Of Jay Abraham And Other Marketing
Wizards" back in the fall of 2002. This is the very first contact you (Jay) have made
with me since that time - need some online marketing help? :-)- I have used the book
some (not enough) and I jump around in it. I should probably read it all from cover to
cover but I haven't made the time.
207.
I purchased your 2002 Mastermind Training home study program. Ive listened to the
first 13 audio tapes so far.
208.
I purchased your book.. that was recently made available on the internet. But I've
only had the chance to flip through it. Most of what I read doesn't really apply to our
business, so I put it aside to come back to when our business grows a little more or
extends into other aspects.
209.
I purchased your home study course for the Mastermind Marketing. I'm currently
finishing up the Aussie tapes and reading the protg book. I'm almost finished with
the grounding materials and I've been listening in on the conference calls each
month. So far I've taken your USP and am starting to work that into everything from
the ads. Most of the other I'm trying to figure out what and where to test various ads
and direct mail pieces.
210.
I read all your information you sent me a couple of months ago. Being by myself, my
time is limited.
211.
I read everything you write and that influences how I think. Just cant implement
anything that needs staff help so far.
212.
I read one of your books . My previous boss shared much of your material with me
including an entire taped event.
213.
I read some of the Mr. X book but have not applied it or learned it thoroughly
214.
I read your book and some articles, listened to the tapes once. I think I understand
everything you say. More examples would not hurt!
215.
I really have not studied any of your products or materials
216.
I started about 8 years ago with the marketing genius book I think it was, it was the
big blue one that you took from the guy who was going to sell your ideas. Then after
that I just kept reading your letters then I purchased the PEQ and then the Ultra and
then the Master Marketing one I have honestly been listening to the tapes every
day for the last five months on the way to and from work and reading the books and
material at nightI feel well grounded and now need a business to test it onI dont
like my business and am in the process of trying to get out of it. I have about four
businesses that I am trying to either market for or set up a strategic alliance with. One
of them is on the product I am importing from China.
217.
I the materials from the January course in LA but not that often
218.
I traded some of marketing books for this Given Stealth Marketing , started me
searching for material, made aware host beneficiary programs, guarantee read
Financial Mastering; Anthony Robbins & Jay Abrahams Did I Get A bargain
Mastermind home program Getting everything you want We started implementing this
into fathers mortgage brokerage, I have only been here 6 months, now a partner. We
growing geometrically
219.
I tried some of your programs of your book Getting everything you can .. Probable
Page 1024

not often enough.
220.
I was sent over 800 stories of other business owners when I submitted my story/I
have browsed Getting Everything You Can Out of All youve Got and Ive listened to
Mastermind marketing CDs.I get overwhelmed and dont do anything!!!!!
221.
I went to the event in Dec. Honestly havent had time to study much. I have know of
your successes going back to Chase and Entrepreneur. I use to do the trade show
circuit with the mag.
222.
Im ashamed to admit that I have tons of stuff from you beginning way back with,
Your Marketing Genius at Work. Ive done little with the info mostly because i had
lots of other things to do and then later because I was sick of my business. More
specific solutions (eg ads) might have helped
223.
Im fairly new to Jay Abraham materials; I just got the Master Mind program home
study course. Although a few years ago I did listen to a Nightingale/Conant program
from Jay that a friend of mine loaned me. Only recently have I been in a position to
benefit from the material. In the past 2 3 months, Ive soaked up as much of the
audio and printed material as time allows, and have come up with a number of ideas
to put into place. We are now just getting started with a number of those ideastoo
early to tell the results, yet. And its too early for me to know how to properly apply
everything, too!
224.
Ive been exposed to many over the past dozen years, and have read and tried with
only limited success most everything I have received.
225.
Ive been exposed to some of your reports, tapes. I listen intently and do not apply
them as much as I should
226.
Ive been exposed to the newsletter and only recently so Ive applied very little
227.
Ive been exposed to your Mr. X manuscript/book years ago, your How to Get..
book, your Website.
228.
Ive gotten a spattering of stuff from your referral program, and mastermind?
seminars and Ive usually tried to make changes to the business as theyve made
sense.
229.
Ive listened to some of your tapes once.
230.
Ive only received the grounding material of your Mastermind course, but have read a
lot of your free stuff, and will soon be ordering your Strategic Marketing course. Ive
planned to use some of the techniques I learned from your material, but frankly
havent yet done it.
231.
Ive purchased getting everything you can in addition to the free education
materials youve provided. Honestly, nothing has been more inspiring or useful than
your information.
232.
Ive purchased the MMT Home study form December 2002. Ive looked through
most of it and heards about 50% of the tapes. Ive applied less than 1% of it so far.
233.
Ive read a couple but really havent worked at them
234.
Ive read a lot of your stuff on the web. Ive read all your books and have applied
some of the strategies for my clients, but not for myself.
235.
Ive read the material available from your web page, and the files Ive downloaded
from your emails. This material, as well as the one Im getting from other authors, will
be considered when I review my production stats over a period of time. Im working
the best way I could figured it out before I heard of you.
Page 1025

236.
Ive seen some of your material on the internet and have not made great efforts to
apply it.
237.
Ive studied but not applied as I should
238.
In the past, I faithfully read your newsletters and implemented lots of your
suggestions (when I was present at the company and running things personally).
Since then, weve lapsed.
239.
Internet Conference, changed my life; PEQ One and Two Home Study, have not yet
processed; Mastermind, Im still reeling at excitement and the truth is I have never
taken the time to apply your methods as I should.
240.
Internet maketing program, mastermind program home study, Hom study tactical
program and one other home study program plus various materials over the years.
241.
Interview tapes with Anthony Robbins.implemented risk reversal
242.
I've been exposed to quite a few but haven't really been able to apply them.
243.
Jay Abraham Newsletter. Various books and reports. Protg materials. Applied
them in software company startup WAS GREAT!! Company today is 75 people and 7
million in sales. Sold my interest in company.
244.
Jay Abrahams book. We havent been able to apply the knowledge as often as we
would like to think about.
245.
Jay Abrahams materials are the basic building blocks CDs and tapes I listen to
virtually everyday in my car, books which I try to read at night.
246.
Jay I havent had much exposure to you at all. However what I have read is very
impressive. I would love to have you transform my company.
247.
Jay, you have provided so much, and I have failed to utilize what I have.
248.
Jays Money Making secrets, but I have only had it for 5 months. I am trying to apply
but have not had enough time
249.
Just a couple of books and one tape. I read them partially and never applied
systematically
250.
Just about every home study course over the last 15-20 years. Applications have not
been programmed or coordinated on a continuous basis.
251.
Just articles from the website -- www.abraham.com.
252.
Just beginning
253.
just emails, one book at home.but little time to read all of it
254.
Just getting started. This is motivating me.
255.
Just some of your freebies. I havent really looked at any of it.
256.
Just tapes and letters.
257.
Just the Books
258.
Just the Books
259.
Just the materials on the website.
260.
Just the one book "Money Making Secrets Of Marketing Genius Jay Abraham And
Other Marketing Wizards"
261.
Just your book getting everything you can out of all youve got.
262.
Just your book mentioned above.
Page 1026

263.
Just your PR material you use to sell your products, i.e. interviews small reports, ads.
264.
Just your retail book & email communication from you. ---- Seminars & Courses are
priced for the top 10% (1%?) are not easily budgeted for.
265.
Know of but not used
266.
Last mailing you did I read it was interested in the home study program but exchange
cost Canadian vs us dollars and time.
267.
Like I said I am just getting into this so I a trying to learn as much as I can.
268.
Limited exposure, I have the Money Making Book, havent started with it yet. Realize
that I am missing a lot of opportunities.
269.
List materials: You name it, Ive probably got it How often: Not often How well Ive
studied: Could go through again How honestly applied: Honestly yes, but not
extensive enough
270.
Listen to tapes of you and Tony Robbins
271.
Listened to How to get from where you are to where you want to be in your business
of professional practice - bought second hand three weeks ago. Listened to 1.5
times so far. read your book. Bought second hand Mr X book last week. I'm still
haphazardly attempting to set up some of the tactics you discuss.
272.
Listened to several of your taped programs (old boss has them), and have received
much of the information available in your web-site, also read your book several years
ago.
273.
Live Mastermind Mktg Training- Dec 2002PEQOriginal Master Mind Protg Mentor
Mr. X Book Getting Everything You Can Out of All Youve Got Gorilla Meets Guerilla
How To Get From Where You Are To Where You Want To BeSpecial Insider
Collection: 25 ReportsMaking the Money Connection-E-Commerce Your Secret
Wealth Business War Room Consultation Transcripts Stealth Marketing Pre
Attendance Tapes YMGAW My Life in Advertising Powertalk with Tony Robbins
Optimization (Mastery) with Tony21 Power Principles Business Breakthroughs
Countless reports, emails, sales letters, conference calls, etc. I use most of what I
learned, when I have the opportunity.
274.
Long wordy letters with an offer at the end. Offer something for free to get key info
Package deals
275.
Looking to maximize my time and effort.
276.
Lots of books and monographs and tapes, attended one speaking program
277.
Lots of infobut little practical application
278.
Many different home study seminars. Havent really used them as effectively as I
ought to.
279.
Many years of seminars within my industry
280.
Marginal Net Worth Ive used; USP I need better defined; Marketing Pillars I
utilized
281.
Marketing boot camp in 1988 with Howard Ruff; protg home study course; almost
all of your written material and seminar tapes and most recently the Master Marketing
Training Summit home study course. I have literally invested thousands of hours over
the past 15 years listened to, studying and using your body of work. I cant imagine
anyone who has been more committed and passionate about learning your material.
282.
Marketing Genius, FYMEO
Page 1027

283.
Marketing Genius, Mastermind Marketing, Guerrilla Marketing, PEQ. I have been a

consuming student and now am beginning to apply the best of each.
284.
Marketing Genius, PEQ, Stealth Marketing Report MMT Tapes most of them ,I have
gone through once
285.
Marketing Gorilla meets Guerrilla Marketing, and The marketing Wizards Edge,
Collectors Edition. I have listened to them, but I cannot say that I studied them or
implemented anything directly from them.
286.
Marketing Grounding set. I have not implemented any yet as we are waiting for
product to be done and do not have a marketing budget at this time. Plan to make a
back end and referral system.
287.
Marketing Mastermind was the first exposure. I have not applied any concept
consistently
288.
Marketing Mastermind, PEQ I & II home study and it seems like there are others
289.
Marketing Protg Seminar Dec 2002, working at applying now Your Marketing
Genius - maybe 20% applied
290.
Marketing Wizards book.
291.
Master marketing mind set
292.
Master Mind Seminar Dec 2002. I am still studying (practically everyday for two
hours, while commuting/driving I listen to the tapes and CDs). I am developing this
kitchen business and at the same time consulting a big artistic group becoming
famous in Europe and running a small group seminar on basic marketing.
293.
Mastermind + grounding materials I really havent applied this yetI been spending
a LOT of time mentally processing this info, and TRYING to implement it.
294.
Mastermind Exfactor Summit Internet Summit Peq Peq advanced. Played the tapes
till they wore out (ex factor, mastermind) Peq 2 times each.
295.
MasterMind I, How to get from Where you where, Guerrilla and Wizard
EdgeMarketing, Billion Internet Dollar summit, X factor book, MasterMind last home
study, ETC.
296.
Mastermind Marketing
297.
Mastermind Marketing Australia (listened to several tapes, just got a hold of it a

week ago.)Jay Abraham opt in email (for the last five months)I have not yet
implemented any of Jays marketing strategies. Am planning on implementing at
least test marketing, test pricing, and testing guarantees.
298.
Mastermind Marketing (1995); Billion-Dollar Internet Conference (1999 (??)); PEQ3

(2002); plus LOTS of printed materials and home study courses. . . . Ive/weve
done our best under the circumstances of a growing company and demanding
clientele.
299.
Mastermind Marketing 2002 Ive been random-reading Marketing Genius and ad

samples from the bound books, listening weekly to CDs from the seminar, listened in
on all conference calls Ive been developing my strategic plan, asked for testimonials
from my (few) past clients & teachers, found local individuals to hold me accountable
as I learn to walk the walk, started reading materials that will make me better
educated about my industry as a whole, refined several tactical ideas through
discussion with non-competing business owners, and begun an initial redesign my
website with my new, clear strategic goals in mind
300.
mastermind marketing 2002 home study, getting everything book, how to get where
Dec, 2002
Page 1028

tape set, secret wealth tapes, business breakthroughs newsletters, reports from
website. i read or listen daily.
301.
Mastermind Marketing 2002, Dec 7-9. I went through 80% of the grounding materials
once, the Mr. X book twice and the subsequent conference calls and listened to the
CDs of the actual event. Ive applied about 10 concepts at different levels, trying
things until they work.
302.
Mastermind Marketing Program Optimization Video, How to Get from Where You
are to Where You Want to Be, Mastermind Marketing Tapes London. I have
reviewed the material, but not fully comprehend and apply the techniques.
303.
Mastermind Marketing Program, I have studied the material but have not been very
successful in implementing some of the best areas for growth such as
host/beneficiary relationships, strategic alliances, moving parade, back ending,
lifetime value of a customer, etc. Much of the reason is that I have been so
overwhelmed by all the other duties that I have not taken the time that I believe I
honestly need to plan and implement the strategies and ideas.
304.
Mastermind marketing program, Tony Robbins tapes, newsletters. Studied them

pretty wellbut I think we only have about 20% of total understanding, listen to the
tapes and read almost daily to try to gather more understanding. We have
implemented about 40% of the approaches (Dream 100, Preeminence, referrals,
direct mailers, making the patients experience a WOW experience.
305.
Mastermind Marketing Summit (Dec 2002), Book (Getting Everything), materials on

Abraham.com these are my main sources of marketing information. I study them
almost daily.
306.
Mastermind Marketing tapes listened once & need to listen again Aussie Marketing
tapes listened once PEQ video tapes starting to watch them
307.
Mastermind Marketing UK and 2003, PEQ, PEQ II, PEQ Cubed, 93 Referral
Systems, various interviews. Im so new to this Ive used the materials first time
around to give me a grounding. Due to start second time listen after Strategy Home
Study listened to.
308.
Mastermind Marketing, E-Factor, I won your contest when we did the ULMRL
program. Ive bought most of what you sell, and listen to or have read your stuff
constantly over the years.
309.
Mastermind Marketing, London 1997? Used the material rigorously to redefine our
entire marketing strategy involving pre-eminence, educating the customer and
building distributor relationships Another UK based program that involved a monthly
conference call about 1999. Participated in the calls and occasional exercises
related to the calls. Found much less benefit here as the focus was almost entirely
consumer marketing.
310.
Mastermind Marketing, Money Making Secrets of Marketing Genius Jay Abraham

and Other Marketing Wizards. Multiple listenings/readings.
311.
Mastermind Marketing, PEQ, Stealth Marketing, Marketing Wizards, Billion Dollar

Internet Summit, YMGAW, Protg Mentor home study, 93 Referral Systems.
Studied well and attempted to apply all methodologies that were applicable, but had
difficulty understanding the order in which the methods should be applied to get the
best results.
312.
Mastermind marketing, studied relatively well, applied some
313.
Mastermind Marketing, ULMRL, Billion $ Internet Strategy, Marketing Wizards Edge,

How to Get Where You Want to Be, Chet Holmes program. I havent studied any
Page 1029

recently. The one absolutely crucial application for me was to realize that I needed to
expand my practice, to shift career emphasis.
314.
Mastermind Marketing. Once a year.
315.
Mastermind program (Sydney Aust): Getting everything you canbook. Jay, I have
really studied them but I guess I am a bit overwhelmed.
316.
Mastermind Seminar Materials and program, - Ive at least browsed through

everything, have listened to all pre-conference tapes, in process of listening to
conference tapes, have been in on all the teleconferences & in process of reading
rest of the material Most of the reports on your general website, book How to get
everything, Inner Circle Website slowly trying to get through some of the
materials, trying to post onto the forums, but it really needs some traffic building if
an email could be sent to the members describing the benefits of the forums, they
could be built into something great. Right now, Ive posted several test messages,
but it looks like there is almost none visiting the forum to even see that they are there.
I am working through the other materials, and have been taking notes and working on
putting plans in place. Ive started using some of the techniques, but not in a formal
system yet, which is what I am working on.
317.
mastermind seminar, phone f/u, emails not much f/u since
318.
Mastermind Tape program I bought on eBay -- listened to it 2-1/2 times. Helpful in

getting more referrals (developed a script) from customers and improved our direct
mail some.
319.
Mastermind video tape and a previous audio tape program
320.
Materials on the web page, Mr. X book. not enough time studying or applying.
321.
Mentor Protg training, 400 hours of study and application ExFactor programs
initial one plus 4 tapes from Singapore, UK, etc. 400 hours studying applying now in
my business Million Dollar Internet Summit 20 hours studying and 5 hours applying
market research ideas.
322.
Mind Marketing 1998(UK), How to get.,Apply most of my marketing approached

because of these programs.
323.
minimal, and I am just starting to see some of them
324.
MMT Im applying this one. Im listening to the CDs of it each day. Im always
thinking about it and writing ideas in my journal. Its gathering NO dust.
325.
MMT 2002 home study. Have studied it intensely have almost finished going through
the material have been trying to make sure I have left nothing on the table regarding
the strategy options available, I will use all viable tactics eventually
But my main
concern now is to make sure strategy is optimum and pure.
326.
MMT 2002, free whitepapers
327.
MMT 2002,I am working on it
328.
MMT 2002. Listened to all the tapes once and I am going through them a second
time. Havent really started to read the written material. Have read half of the free
give away material.
329.
MMT in December and most of the associated material. I have been reviewing
various components at least twice a week. Major impact has been introducing
multiple lines of revenue, adopting the its all about them approach in a formal way.
330.
MMT- studied extensively but not necessarily implemented appropriately
331.
MMT training in Dec, I listen to the tapes every day and try to read something every
Page 1030

day as well
332.
MMT, minimal studying, applied 3 techniques
333.
MMT2002 and still studying at this time. Picked up the idea of marketing my niche
technique at the seminar but have not completed writing the course yet.
334.
Money making secrets
335.
Money making secrets from Mr. X. I have done a miserable job of applying them .
336.
Money making secrets of Jay Abrahams
337.
Money Making Secrets of Marketing Genius I havent done much to apply

this.21 Power Principles I have trouble seeing how most of these apply to my
business.
338.
Money Making Secrets of Marketing Genius Jay Abraham And Other Marketing
Wizards I just got the book a few months ago. I have read through most of it, but
have yet to try any of the techniques. Other projects, fires to put out, etc. (or is that
bla, bla, bla)
339.
Money Making Secrets of Marketing Genius Jay Abraham and Other Marketing
Wizards21 Power Principles
340.
Money Making secrets of Marketing Genius Jay Abraham-just got it and trying to
figure out how to apply the information to my business.
341.
Money making secrets of marketing Genius.Well studied
342.
Money Making Secrets of marketing Genius27 Power Principles
343.
Money making secrets of mktg -- have looked at some of the samples and various
strategies. Have not applied yet. Aussie Boot camp audio Listened to it once.
Taught me about back end and front end. I used it in my business to expand the
range of services and products I market.
344.
Money making secrets Getting everything you can Interview tapes w/ Anthony
Robbins and Fran Tarkenton, One on One retreat w/ Mike Ferry 1/2002. I really have
just begun to listen to your stuff. I love it!
345.
Money Making Secrets I am new to Jay Abrahams programwithin the past 2

months. I got a lot of idea from the tapes, especially the one on Internet/E-commerce.
The book is very exhaustive and is taking some time to digest.
346.
Money-Making Secrets of Marketing Genius Jay Abraham I have used you ideas in
developing mailing pieces and preparing and delivering seminars to our clients. It is
likely that I have hardly scratched the surface
347.
Money-Making Secrets of Marketing Genius Jay Abraham & Other Marketing

Wizards; I have read this book near cover-to-cover, and have used as the basis for a
Marketing Tactics initiative meeting held with my Asia Pacific management back in
November 2002 (I have attached the powerpoint). The key is now to take the tactics
presented in this book, and align it with our upcoming new market strategy which is
under development as we speak.
348.
Money-Making Secrets of Marketing Genius Jay Abraham and Other Marketing

Wizards 2 times read, trying to apply most of the concepts
349.
Money-Making Secrets of Marketing Genius Jay Abraham and other Marketing

Wizards applied with very little success
350.
Money-making secrets of marketing genius Jay Abraham and other marketing

wizards book, ULMRL home study, Internet home study, internet site (80% did not
Page 1031

work and not Mac friendly ), Mastermind tape set, Mastermind Marketer home study
351.
Moneymaking Secrets of Marketing Genius Jay Abraham. Perhaps I am lacking

inspiration, but I honestly did not find much in the book that I could apply to my
business, which has a very limited client base.
352.
Most of below have not been studied thoroughly Book: getting all you can get, used
some Various seminar tapes, not used that much Various manuals, not used that
much367 ways by X, used some Various case studies, not used that much
353.
Most of Jays home study, Dan Kennedy home study, Jay Levinson web study
354.
Most of your books, I attended the ex!factor program and did the internet marketing at
home.
355.
Mostly I read and while I dont always follow through with all the advice, still I learn a
lot from my reading.
356.
Mr. X Book Stealth Marketing Consulting Transcripts The risk-reversal and value-add
concepts come from you, Jay.
357.
Mr. X book. Read and not yet applied.
358.
Mr. X., Getting Everything, MMT 95, MMT 2002, PEQ, AMA. Have only been
exposed to Abraham material for the past 8 months, and have delved in great detail,
and applied concepts to the launching of a new start-up business focusing on
strategy first and foremost long before individual tactics have been considered.
359.
Mr. X-very little study
360.
Mr. X
361.
Mr. X - Never been applied
362.
MR. X and the MMT course in Dec. 2002. Studied and implemented not enough. F
grade here!!
363.
MR. X as well as the information from the seminar last December.
364.
Mr. X book applied some of the strategies
365.
Mr. X book Joint-venture seminar PEQ tapes Have studied them to some degree
(maybe read and listened to tapes once or twice). Have used a few ideas in them.
366.
Mr. X book, Secret Wealth, PEQ, emails
367.
Mr. X book, ULMRl program, your book, your contracts book, your best ads book,
and others. I study them 2 or 3 times per year for a couple of weeks in the morning
for an hour or so.
368.
Mr. X Book, Your secret wealth, FYMEO, YMGAW. Just went over them and didnt
know what to do with the info.
369.
Much
370.
Never a live seminar but have reads and studied most of your written and taped
products
371.
New to these.
372.
Newsletter, tapes, and your book.
373.
Newsletters, Audiocassette/workbook programs including How To Get From Where

You Are To Where You Want To Be, UK Mastermind Seminar, Quantum Leap
Programs
374.
Newsletters, postings
Page 1032

375.
Nightingale Conants program and Tony Robbins JV tape. Ive studied them
moderately and implemented some of the techniques like testing ad copy. It would
be nice to have a turn-key system as well as a checklist or maybe a template to help
evaluate the appropriate way to implement a system in explicit detail, stated in
SIMPLE terms (i.e. like Ken Evoy).
376.
Nine Drivers,
21 Power Principals, Internet Marketing Consulting Questionnaire
,Marketing, Management & Sales Audit - Jay Abraham & Chet Holmes
377.
None (17)
378.
none except tape and small booklets to whet appetite
379.
None, as my husband threw the box away by mistake.
380.
None..too confusingdont know which one I should own. You need a simplified
offering sheet (vs. 20 page letters) to describe what each packages objective is so
that consumers can hone in on the package that will meet their needs.
381.
Not at all!
382.
Not much, just got involved
383.
Not sure.
384.
not very well
385.
numerous
386.
Numerous articles over the years, Money Making secrets of Jay Abraham program.
387.
Numerous products of Jays but have only scratched the surface in studying them
and applying them
388.
Obtained the "book" Money Making Secrets which I'm part way through.
389.
One book How to get everthing you want out of all youve got and the website
390.
One book Mr X. I dont find any thing relevant to services business like what we do.
So I was little disappointed by spending 400 and not able to use any thing from it.
391.
One large marketing course with many tapes, listened but not studied
392.
Only a marketing summary sent after a Robert Allen teleclass and the teleclass.
393.
Only audio tapes with Anthony Robbins and Fran Tarkenton
394.
Only e-mails from the last two months.
395.
Only freebies. Ive been bold enough to push for a spot on a radio talk show. Got it.
Ive also posed a weekly column to a local newspaper and in place of payment Ive
asked for free marketing space within the newspaper.
396.
Only heard of you recently, never read any of your books.
397.
Only jays
398.
Only just purchased JA publication not yet read
399.
Only just recently received them and 95% is still yet to be studied
400.
Only one is Money-Making Secrets of Marketing Genius Jay Abraham. I am still

going through it and cannot say that my progress has been diligent. I have used
some of the ideas to flesh out current strategy. The most promising has been
obtaining referral agreements and compensation for work that I turn down and send
to a colleague on a regular basis. An additional revenue stream that would not
require additional time on my part would be great leverage.
Page 1033

401.
Only one of the team here has been exposed to any great degree to your ideas,
having attended your first Australian Boot Camp and your subsequent Advanced
Boot Camp through the Results Corporation back in 1989/90. Materials provided
included Your Marketing Genius At Work as well as manuals from your Protg
program. Also purchased independently has been your first Nightingale Connant tape
program. Additional materials most recently have been accessed via your web site.
But apart from this one person, there has been minimal exposure otherwise amongst
the partners of ACN.
402.
Only recently but time to peruse etc.
403.
Only some of the booksthe previous businesses were small and i only applied a
few direct mail ideas.
404.
Only the $5000 one you gave in LA in 1996 and it had a large boxful of menuals
which I didnt refer to because I had no need or business.
405.
Only the Money making secrets book and the tapes that came with it. Its
constituted the beginning of my education and I havent actually applied any of the
(very good) ideas contained in it.
406.
Only the book- getting everything you can out of all you got.
407.
Only the book mentioned above
408.
Only the seminar I attended
409.
Only to literature provided through e-mail. It is difficult to study each one as most of
your material is very lengthy.
410.
Over $3000 in matls, tapes, books and articles. Used as reference on a regular basis
411.
PEQ 1, PEQ 2, Master mind marketing, Protg Training, X Factor and a few earlier
ones
412.
PEQ Cubed, We do daily workshops each day for 1 hour. This could be improved.
Abraham Mastermind Alliance I am on at least one Mastermind call every week.
Strategy Setting Super Summit. - Full participation. I am just reading the materials
now.
413.
PEQ home study and ex-Factor in person. Not well at all.
414.
PEQ I and II, tapes, Getting Everything, etc etc
415.
PEQ PEQ II Your book, Mastermind marketing. The material excites me and
generates a great deal of creativity by the execution is poor.
416.
PEQ seminar, MR. X book, Jays Book, How to get where you are to were you want to
be seminar, stealth marketing, Internet summit. Contract book. Shoulders of the
Giants. Just have began to study and use
417.
PEQ, Mastermind Marketing and many others or yours. Words that Sell, Ted
Nicholas E-Myth Gerberand many others. Have listened to tapes, watched videos,
read books, made notes, and worked on some. Honestly knowly all that I know, the
problem has always been to apply that. The time it takes, who is going to do all that, I
dont have the time. There is a lot of information. What shall I do first? And so on
goes through the mind. I will get to it and a few days goes by and its forgotten. This is
the problem. The mindset is not strong enough to start although you know you
should. No one to answer to so it dont get done, although you should. All the
teaching is great, but the problem for one man band or a with a few people company
is who is going to do the required tasks when you have other daily jobs to be done.
418.
PEQ, mastermind, deal-making summit, hidden wealth; applied PEQ extensively, but
Page 1034

we still have along way to go
419.
PEQ, Mastermind, How to get what you want (?)Ive probably studied each through
about 40%
420.
PEQ, Ultra and Cubed. MMT. Ex Factor.
421.
PEQ; Money Making Secrets of the Marketing Wizard; The Grand Compendium; Best
Winning Adsd; The Do-It-Yourself advertising guide; Stealth Marketing; The Bonus
Collection; How to get from where you are to where you want to be; The Wizard's
Edge; UK Master Mind Marketing Seminar; How to think like a marketing genius; How
to release the explosive hidden assets in your company; Business Breakthroughs Newsletter;
422.
PEQ; previous mastermind marketing taped sessions. Its all rather overwhelming to
grasp and implement all there is, and with regards to PEQ, there is a good deal of
groundwork that should first be accomplishedI need a good pain story.
423.
Power Talk with Anthony Robbins- I almost know it by heart- listened to every record
at least ten times.
424.
preeminence, many histories, tapes. Getting stronger with every day
425.
Profit strategies, various reports, your tape set of/and your published book
426.
Program in 1993 and accompanying materials.
427.
Protg Marketing tapes from 1990, 92 Referral systems, How to get from where you
are to where you want to be.
428.
Protg Mentor, Case studies
429.
Protg Program, 1989-1990. Studied it a lot. Have not applied much of it. I have
bought most of your publications since then but have not studied them much or
applied them. Also bought from you the video set by Chet Holmes and programs by
Bob Proctor. Listened and watched them but have not implemented much of their
advice.
430.
Protg program, several other purchased information products.

information poorly utilized.
431.
Protg seminar, ex-factor, mastermind marketing, PEQ. I read a little of each one
all the time but havent honestly applied them like I should.
432.
Protg training so long ago.not well or honestly! The seed of looking for
opportunities is still there.just havent done anything, sadly!
433.
Protg, Mastermind, Mr X, Your Marketing Eyes Only, and PEQ.
434.
Protg-mentor tapes, peq tapes, marketing wizard tape so far a couple of times
each
435.
Purchased a tape and workbook series several years ago, did it pretty religiously,
listened to lots of tapes and read a lot of the material I have received since.
436.
Ran-One, Better Business Cassettes.
437.
Read the workbooks, I have not applied anything.
438.
Read your recent book. Have collection of 10-20 year old tapes and print materials.
Read some of content linked to your emails. I read them for ideas and confirmation of
my intuitions and have shared some reading with my employees. I have not
systematically applied them.
439.
Reading initial set of materials for home study course
Follow-up
Page 1035

440.
Recent book. Tony Robbins interview, almost every report on the website. i am
seriously studying and trying to implement your practices in my own interpretation.
441.
Recent customer
442.
Recently purchased Compilation of marketing ideas (Dont have the exact name)
Ive read bits and pieces but not all of it.
443.
Recently purchased the Mastermind Marketing Training program. The wealth of

information included contains enough valuable information that it will literally take me
months just to assimilate it all. I intend to apply as many functional and dynamic
techniques immediately with my business as time and money will allow.
444.
Recently read winning with e-commerce. Also studied your site to see how different it
is from ours.
445.
Refer to the 21 Power Principals all the time.
446.
Referral just tried it recently.
447.
Secret Wealth, Tony Robbins tapes, Getting the most out of what you have. Just
beginning to apply concepts
448.
See book question
449.
Seminar tapes: Singapore mastermind, Australian seminar, European super summit

and London X-factor or something like that ;)
450.
Seminar, tapes, books, Reviewed periodically and selected applications
451.
Seminars and publications and phone calls. We try to pick what makes the most
sense to us and try to implement as many tactics as we can.
452.
Several of your tapes and writings. Most do not apply to my business.
453.
Several tapes, books etc Studied several closely Not applied well due to family issues
mentioned above
454.
Short workshop via Robert Allen Telephone class via Robert Allen and your own 2
times Written material from Drew Kaplan and yourself. Read 2 times Tape with
Drew Kaplan and yourself Listened to about 7 times Tape with Tony Robbins and
yourself Listened to about 10 times Book: Getting all you can out of everything
youve got Read twice I have applied one tactic at a time, depending on what I was
doing at the time. I never really developed a strategy and used multiple tactics at the
same time as I am more aware of now. Each time a tactic was applied it worked.
455.
Skimmed what you send and really didnt get it. Trying contests was one of your
ideas. Giving away free books to contest winners got me 5 entries. I posted the
contest on all the web contest sites.
456.
Some audiosweb-site infomailings
457.
Some books, very little.
458.
Some but have not applied them as Im low on confidence!
459.
Some years ago I attended your Bootcamp (I was Paddy Lungs counterpart) in
Aussie and have followed your stuff ever since. Ive not used it to its full extent
probably because of the work Ive been involved in, but I need it in this new
enterprise!
460.
sorry I have not yet any of your
461.
Sorry, but this is new material for me.
462.
Sorry, none by now expect the free newsletter. I sent an email asking for possible
Page 1036

cooperation, but never got an answer!
463.
Started with yours in mid 80s w/real estate and only pretty much reference you now
464.
Stealth Marketing Manual Getting Everything You Can Out Of All Youve Got Book
Marketing Genius Tapeset Bootcamp Tapeset Marketing Machine Tapeset Marketing
Makeover Tapeset
465.
Stealth Marketing Materials offered in Internet
466.
Stealth Marketing Money Making Secrets Of Jay AbrahamGetting everything you

can out of all youve got Tony Robbins tape cant remember the name
467.
Stealth Marketing, Aussie Boot camp tapes, Your secret wealth tapes.
468.
Stealth Marketing, Money Making Secrets of Marketing Genius Jay Abraham and
Other Marketing Wizards books. Audiotape interview of Jay with Tony Robbins and
the video tape program of Jay on Marketing. Have not used it as much as I did not
have a business at the time but plan to use it now in this new business described
elsewhere in this document.
469.
Stealth Marketing, the PEQ marketing material, and a range of free reports from your
website. Then its been a matter of trying to slog through it, make sense of it, and
apply the bits of it that seem most likely to work at the time so its very tactical in
your terms, not strategic at all. I guess I do the same with the other marketing books I
read always looking for the next great idea thatll skyrocket my businessAnd not
quite getting there.
470.
Stealth Marketing, Your Marketing Genius, 10 Mistakes, Hidden Assets. Ive used
many of them at one time or another.
471.
Stealth marketing. I intend to apply few methods from this book.
472.
Still new to your programs and still learning the materials.
473.
Still reading Money-Making Secrets (blue book). Lots of ideas. Many dont apply.
474.
Still studying your program
475.
Still working on the material compiled by Mr X. Haven't applied anything yet.
476.
Studied some of Jays info. Been to a Boot Camp in 1989
477.
Tape interview with Tony Robbins.

Jay Abraham .....
478.
Tapes and books..find it hard to formulate specific industry strategy
479.
tapes of bootcamps/seminar, books and reports.re- listening to an old tapeset

currently
480.
Tapes, Books, - tried different copy to see if there was any difference in response.
481.
Tapes-Mastermind seminar/ Million dollar book/ Steath marketing-Once a year at

least and applied them every month
482.
Ted Nicholas; Dan Kennedy; Bob Serling; Jay Abraham; Jeff Paul (consistently)
483.
The Unauthorized compilation. Only a little study no application
484.
The Abraham Methodand How to Grow Your Profits ExponentiallyMastermind

Marketing Curriculim#1 I try to keep in mind Dont burn your bridges
485.
The Abraham Methodand How to Grow Your Profits ExponentiallyMastermind

Marketing Curriculim#1 I try to keep in mind Dont burn your bridges
486.
The Australasian boot Camp and web site
Money- Making Secrets of Marketing Genius
Page 1037

487.
The book - "Getting everything you can out of all you've got". Some downloads from
your Website.
488.
The book and case studies
489.
The books and tapes. All great in theory.
490.
The books listed above. i have applied them mainly to change me and my attitude
changing from being a hobby to being a business owner
491.
The Business Insights Newsletter PEQ Getting Everything You Can Out Of All Youve
GotInner Circle presentation
492.
The free reports on your website. I think I've read them about 5 times thoroughly and
tried to apply several of them at least two - three times.
493.
The Home study course. Ive surprisingly listened to and watched the videos twice,
made lots of notes and only because of a lack of time, implemented a few of the
ideas.
494.
The internet program. Learnt heaps more to the benefit of my clients and I use only a
fraction of it. (I was selective in what I used and it did work.)
495.
The Jay Day in Australia Marketing Wizards Edge Getting everything you can out of
all you have got Your emails Studied extensively applied only partially although I
have been greatly affected by Marginal net worth theory
496.
The keyword is honestly applied.
497.
The marketing material I bought in December I have written four letters using your
examples, tested the letters with follow up call to measure their effectiveness,
stressed more customer testimonials, I am experimenting with risk reversal (so far 3
takers), more partnering (this is really working well)
498.
The master mind marketing system

your secret wealth
and money making
secrets marketing manual Ive listen to the tapes and tried to understand the ideas
that applied to my business. I havent been consistent and I havent tried enough
different ideas.
499.
The Mastermind Marketing seminar in LA as well as all the documentation and tapes
attached to it; the e-mailed info I have been receiving from the Abraham Foundation
over the past few years. I have gone through everything, selected what I regarded as
of priority relevance to our local situation as well as being within my financial means
to apply, and have applied possibly 25% of it effectively. (This was instrumental in my
building the Print Afford/Sign Afford group from nothing, and with nothing I did not
have a father who gave me $55 million to go and conquer the world to a group of
22 franchises within 22 months, winning the National Business Undertaking of the
Year competition (small business section) in 1998, with a turnover at head-office
alone close on SA Rand 3 million per annum. When I sold the business, there were
30 franchises operating in South Africa, and 4 in Botswana with another 2 already
sold in Botswana).
500.
The material on referral systems listened frequently and seeking to apply
501.
The MMT, and its materials. Ive read about 1/3 of it, and when were moved in I will
do little else but re absorb what was taught, and seek to apply it.
502.
the mr. X book havent had a change to implement
503.
The Mr. X Book, Your Secret Wealth, and your sales letters.
504.
The one I purchased was when I was in real estate. I read it thru, used some of your
ides in ads. I could be much more diligent in studying - I just I haven't because I don't
Page 1038

see how your ides to market products like stores do applied to MLM.
505.
The only thing I did before this Mastermind Program was your tape program How to
get from where you are to where you want to be. At first I dug into it and actually got
some great results. However I did not keep up with it. You know the old well I tried it
and now Im just busy and Ill get back to it soon. Since December at the Mastermind
I have immersed myself and made the commitment to continue work and build a
system that will take me where I want to go. And by leverage instead of me trying to
do so much myself. As the initial overwhelm is settling down I AM making progress.
The conference calls with the hot seats and others have helped me to keep on track
and to take a deep breath and say do something ever yday, and not everything in
one day.
506.
The USP and the rifle approach to finding the right prospects.
507.
This is embarrassing. I have purchased a $2,000.00 home study course, which I

looked through and realized that I did not have enough expertise nor funds to
implement the ideas that seemed most important. These materials, however,
motivated improvements in product literature, including additional literature packed
with orders.
508.
This is the first time I have been exposed to your materials. So far I have just
browsed them.
509.
Three day program in 1997 I have listened to the tapes 3 times and read most of the
materials twice. Program in December 2002 currently still working my way through
510.
Three day Seminar In the process of implementing
511.
To be honest, I only use the free email as USD is too expensive from AUD and your
prices are too up there. I also find the male ego massaging too heavy sometimes. Im
an intelligent business woman and I dont find that respected very often. I find I have
to troll through material to find the common sense gems amongst all the hyperbole.
512.
Tony Robbins interview (this is what introduced me), worn out one tape and on
second copy, ised for inspiration93 referral systems listened to several time but no
action yet. Mastermind marketing systems Taken principles (risk reversal, cross
selling etc and applied. Money making system of Jay Not read, I need tapes as I drive
but have little reading time. Stealth marketing Not read!
513.
Too many to list
514.
Too many to list. Applied much, but not nearly enough
515.
Too many to mention. i dont implement enough
516.
Twenty-five Mastermind Marketing Training Program Strategy to Out Market Your

Competition Jay Abraham The Power Panel Transcript Summary The Abraham
Method21 Power Principles to Maximize Your Business Success And other
documents.
517.
Two Ex-factors programs (The first was poorly executed but still immensely valuable!)
and the ULMRL program. I have listened to all of the tapes that I received in
preparation and as follow up to those programs and I credit the information in them
with growing my business from 100k to over 500k in just a few years.
518.
ULMRL 98-99, mastermind 2002
519.
ULMR-Program EXfactor
520.
Unfortunately, as we are new to your materials, we have not yet the chance to
expose them.
Mastermind marketing
Page 1039

521.
USP , internally weve been using this for years .
522.
various
523.
VARIOUS BUT USP IS ONLY ONE APPLIED
524.
Various audio programs, and home study course from your December marketing
conference, which I am slowly, but surely making progress with!
525.
Various Jay programs. I listen to them and read the books off and on.
526.
Various notes and newsletter, hardback book, Venture Marketing society
527.
Very few, just the tape series.
528.
Very little exposure initially came across Jays name in a book and followed it up
form there probably limited to whats available in the resources section on the webpage.
529.
Virtually every program except live attendance at the seminars.
530.
War room tapes. (mixed reviews) Aussie Boot Camp. Listen to them in car very
often.
531.
Watched Tony Robbins Life Mastery presentation on video
532.
We have been exposed to lots, but have not diligently studied or applied each one.
533.
We havent had that opportunity yet.
534.
We just got introduced to you recently. I have read the Master Mind Marketing
material. I have learned from it and try to use the concepts when it applies.
535.
We were at Robert Allen & Mark Victor Hansen's program in Anaheim in October. We
had planned on attending your conference in California, but my husband became
seriously ill for most of the winter. He suggested I go through some of the information
we had received from you. I've listened to a tape of your interview with Tony Robbins
(which is excellent) and read through several of your books with case studies. Those
have generated a lot of ideas. I then discovered a website by Ken Envoy (I swear he
must be one of your proteges) that took the very principles you were teaching and
applied them to my specific field. Those things have come together for me to put in
place the marketing strategies I am currently doing. They have redefined how I have
approached my marketing. I recognize that I can actually pay quite a bit to get that
first customer by recognizing the lifetime value of my client.
536.
Weve found it hard to adapt ideas to a small service organization like ours.
537.
Web materials Bob Allen seminars and phone conference calls, and
getting everything...
538.
Web site and book only
539.
Web-site free materials Getting Everythinghow often-last year all the time when I
think about development of my business how well- I cant measure, in case I didnt
get astonishing results it means not so well. There is need to digest concepts and
make them alive in personal circumstances.
540.
Website reports fully read, not implemented yet Money making secrets of Jay
Abraham 30% read, not applied yet
541.
Website.
542.
What was given on email last year or so. Have studied, but feel you are doing
something I am missing so not wholehearted applied much.
543.
Wizards, edge 1, Money making strategies of Jay and other wizards, ex factor, how
your book
Page 1040

to get all you can out of all youve got , Aussie tape series, Robbins video and audio
tape. Ive used some from each.
544.
Written marketing compilations, Inner Circle/studied & applied inconsistently
545.
Written reports, tapes courses and interviews
546.
X Factor UK training PEQ
547.
X factor, PEQ, mastermind all home study programs all. Also read your book.
548.
X- Factor. Boot Camp. Secret Wealth, PEQ. Its great stuff, but how do I use it for my
biggest problem of combating price for an identical product, due to the manufacturer
deciding to sell direct??
549.
X-Factor - 2, ULMRL- 2, PEQ-1
550.
X-Factor seminar, How to get from where you are to where you want to be audio
program, ULRML seminars, Your marketing genius at work. Listed to most of the
tapes several times, reviewed many of the manuals, but not page by page. Review at
least one of your programs every 6 to 8 weeks. When working on marketing
problems, many of the principles learned in the seminars are repeatedly used.
551.
You can get everything book read parts, applied a few ideas Mastermind Training in
Dec plus follow-up calls; examined my business; used a few strategies; participate in
a monthly group from the seminar
552.
Your book Getting Everything You Can Out of All Youve Got. Read it once recently
so there has not been enough time to study and apply the tactics in the book.
553.
Your Aussie Boot Camp Your recent seminar and all the books Your website Your
Marketing Secrets book (Mr X)Your published book (Cant remember the name)We
put everything into action. As fast as we can.
554.
Your book , ebook Stealth Marketing & free articles on your site,
555.
Your book : Getting everything your want, PEQ workshop tapes (listening, note
taking, finding application for ideas)
556.
Your book Getting Everything... your emails and free bonus reports. Once a month I
review your materials and try to garner something out for my sales team or myself.
557.
Your book and mailing and one seminar
558.
Your book and three tapes not really applied
559.
Your book Getting Everything Youve Got.. Also Your Secret Wealth. Anthony
Robbins PowerTalk Interview & your site. Ive just recently began looking at how I can
apply some of these things to the business Im starting.
560.
Your guide to secret wealth and your book. I have read/.listened to each multiple
times however havent in earnest applied them.
561.
Your Hidden Assets tape program, excellent ideas, listened many times Getting All
You Want . Book, very good material Various other materials obtained during
marketing for the Mastermind Seminars
562.
Your Marketing Genius at Work (?), Netrageous, Getting Everything You Can Out of
All You Got, a free seminar, a weekend training with you and Chet the month after
9/11. Ive read all of MGW, Netrageous, parts of GEYCOAYG, and went thru all the
preparation materials for the weekend training and did all the homework. I honest
applied: setting up 5 referral gathering systems, re-wrote sales letters, tried to
incorporate stronger headlines for my web pages and page descriptions, try hard to
give more than I promise.
Page 1041

563.
Your marketing genius at work. Ive read it all the way through about 5 times.
564.
Your Marketing Genius at work. 21 Power Principles of business success, Jay Day in
Australia, 3 Day Jay Day Marketing Bootcamp in Australia. Ive read them all from
cover to cover. They all make a lot of sense. But Ive never been able to turn them
into dollars
565.
Your marketing genius; stealth marketing; newsletter; online info. Have not applied
any of it very well.
566.
Your mass market book, a few of your tapes
567.
Your Master Mind Training I have applied a few of them
568.
Your money making secrets book. I read most of it and applied some of it.
569.
Your most recent book and taps; I have used your risk reversal concept. However,
I find it difficult to apply your other concepts since they seem to be basically geared
to people already in business (whereas I am still trying to find the ideal business(es) I
should be in).
570.
Your Newsletter read most of them havent applied very many of the ideas due to
funding issues and feeling overwhelmed with the material at times (dont know how
where to start with it)
571.
Your newsletter studied but that has been a few years ago different owner now
572.
your sales letters
573.
Your Secret Wealth
574.
Your Secret Wealth poor application Getting Everything you can. poor
application
575.
Your Secret Wealth (fascinating. Have only had a chance to listen to once. Havent
had an opportunity to apply). The Referral System Tape & Manual (fascinating. Just
got, so havent had a chance to apply).
576.
Your Secret Wealth (tape set)Money Making Secrets of a Marketing Genius Plus
various free articles from you over past year or so. Although read/listened to above, I
know that I have not really applied the ideas in the material. I feel I need an
inspirational moment to hit me for it all o fall into place.
577.
Your Secret Wealth 1994, Live Mastermind Weekend (UK) 1995 32 tapes and 2
volumes. 93 Referral Methods 1997. Everything re 7-9 Dec 2002. Used as reference
and back up.
578.
Your Secret Wealth cassette program. Have listened to full set twice. Have used
some ideas for joint ventures to prepare proposals for prospects that were not
implemented.
579.
Your Secret Wealth-- Ive listened to it once, and as my first exposure to your
material, I had some amazing revelations from it. How To Get From Where You Are
To Where You Want To BeIve listened to the entire program once, and Ive done
some of the workbook. This program did a great job of further expanding my mind by
building on the Secret Wealth program, but by focusing specifically on business
issues. Mastermind Marketing Training ProgramI received the home study course
in December. Im still working on the grounding materials (Im about halfway through),
and Ive done only a little of the bonuses. Its been very powerful for me, and Ive had
a lot of great ideas since Ive been reading and listening to the materials. Virtually all
of your online and downloadable articles, white papers, reports, and transcripts
Most of these have very helpful, even if they just reiterated or reinforced other
Page 1042

material I was exposed to. Honestly, not a day goes by that I dont expose my mind to
your materials: For instance, when I drive in my car, Im currently listening to the
Protg Training Seminar tapes; when I workout on the treadmill, Im listening to the
Business War Room tapes; when Im in the bathroom (!), I read one of the remaining
transcripts, articles, or reports that I have printed; during the work day, I listen to MP3
recordings of conference calls on my PC, review your sales letters/e-mails, or read
your consulting transcripts book.
580.
Your Secret Wealth Mastermind Marketing 2002Listening to the MM work pretty

much constantly since receiving it. Working on applying it as I write this!
581.
Your Secret Wealth plus most others.
582.
Your Secret Wealth tape Program
583.
Your Secret Wealth tapes listened to about three times and applied some ideas
from them.
584.
Your Secret Wealth tapes MMT home study I'm using risk reversal more, starting to
use alliances.
585.
Your Secret Wealth tapesMMT home studyI'm using risk reversal more, starting to
use alliances.
586.
Your secret wealth, and your book Getting Everything You Can
587.
Your Secret Wealth, Getting Everything You Can, Reports, Mastermind Marketing
Summit and accompanying materials, BGM Home Study. Diligently studied.
Application commencing in my new business. Results to follow shortly.
588.
Your secret wealth, How to get from where you are to where you want to be, Moneymaking secrets of marketing genius Jay Abraham and other marketing wizards, and
Stealth Marketing. I have read and listen an viewed everything I have received from
you. But I havent applied very much to my business.
589.
Your Secret Wealth, How to get from where you are and MMT 2002 Home Study.
Im still working on the MMT but the one thing I have tried to use the most is trying to
describe the benefits to the client.
590.
Your Secret Wealth. I have been playing the tapes over and over again looking for
new marketing ideas. I have had the most success with risk reversal. Very few
companies use this tactic.
Page 1043
Page 1044

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Marketing Strategy Diagnostic

2003 The Abraham Group All Rights Reserved.

Marketing Strategy Diagnostic Assessment Results

Question 31. Whose Business Strategy Do You Most Admire and

A combination of Amazon.com and Lands End. Amazon is very proactive in

Abraham & Kennedy. They work!

Abraham. Its not brain surgery, and it works!

Abrahams. it makes a lot of money.

AFLAC - because it is memorable without being antagonizing.

ALDI a german supermarket chain very, very successful

Allen Says creativity at the service of problem solving, an explosive marketing

Marketing Strategy Diagnostic Assessment Results

Question 31. Whose Business Strategy Do You Most Admire and

Amazon.com Jeff Bezos - first to use the internet effectively

AMAZON.com they make it easy to shop with them

Amazon.com. See 17 above.

Amazon: User friendly, open, engaging.

Amway. Its success if built upon making other people successful.

Anthony Robbins because he has created an empire from nothing.

Anthony Robbins because I see what it has produced.

Anthony Robbins, Brian Tracy, Jay Abraham

Any company that Warren Buffet invests

Anyone who perseveres and is consistent.

AOL making it easy to become a client by being preloaded on computers. Plus

Apple computer, due to their differentiation approach in pc market

Argent Financial Group. They are prompt and professional.

Artists of America because of their uniqueness and success

Marketing Strategy Diagnostic Assessment Results

Question 31. Whose Business Strategy Do You Most Admire and

As I said AMWAY they've made world sell for them.

At our level I have no knowledge

Bill Gates -- $$$$$$$$$$$

Bill Gates phenomenal growth and shared success

Bill Gates, because of his never-ending focus on marketing.

Bill Gates. A computer on every desktop running Microsoft software. A bold

Cannot pick one.

Chet and Jay

Chet Holmes strategy with Jays tactics

Marketing Strategy Diagnostic Assessment Results

Question 31. Whose Business Strategy Do You Most Admire and

Coachville content, quality, added value

COCA COLA. THEY UNDERSTAND AND FOCUS ON TARGET MARKETS.

Companies that build quality and achieve preeminence in their field.

Corey Rudls, because its revolutionary

Craig Proctor, Emyth, Dirk Zeller

Dan Kennedy, Jay Abraham - because of the creativity

Dan Kennedy. Low cost with measurable return.

Dell Computer: Efficiency is outstanding. They attack their competitors one at a

Dell Computers: because they have achieved number 1 in a very competitive

Dell simplicity financial soundness customer commitment

DELL- the best model, cleanest service

Dell, Cisco, Microsoft, Charles Schwab. Innovative, created a business market,

Dell; once they lead, no one can compete on price

Marketing Strategy Diagnostic Assessment Results

Question 31. Whose Business Strategy Do You Most Admire and

Developing long term mutually beneficial relationships. This is why we are on

Did not pay attention.

Differentiating yourself so that you can be paid what youre worth

Do not have real role models

DollarsByDesign.com It is simple, automated, easy to comprehend, and massive

Dominos -- built a brand quickly

Dont have any.