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Bruce Gaines
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1 All Rights Reserved. No part of this publication may be reproduced or transmitted in any form or by any means, electronic or mechanical. Any unauthorized use, sharing, reproduction, or distribution is strictly prohibited. Legal Notice While attempts have been made to verify information provided in this publication, neither the author nor the publisher assumes any responsibilities for errors, omissions, or contradictory information contained in this book. This book is not intended as legal, investment, or accounting advice. The reader of this book assumes all responsibility for the use of these materials and information. Shoan Snoday Intl and shoansnoday.com assumes no responsibility or liability whatsoever on behalf of any purchaser or reader of these materials. Dramatically Increase Sales Preamble to M.A.S.S.I.V.E. Copyright, shoansnoday.com Intl.

Legal Notice While attempts have been made to verify information provided in this publication, neither the author nor the publisher assumes any responsibilities for errors, omissions, or

2 SEARCH LIGHT VERSUS LIGHT HOUSE Search Light Examples 1. Cold Calling 2. Mixers 3. Door to Door Sales 4. Other Cold Calling How many cold calls will you make each day? Circle One Where will you get the leads? What will you say? (Write a short script) What qualifying questions will you ask?

Other Cold Calling How many cold calls will you make each day?

3 MIXERS What will you tell people you do as an entrepreneur that is intriguing and provocative? Write your thirty-second speech. Door-to-Door Sales How many doors will you knock on, what does the word door mean to you?

4 Lighthouse Examples 1. Billboards 2. Bus Benches 3. Snail Mail / Postcards 4. PPC/SEO 5. Social Marketing 6. Internet Banners 7. Smoke Signals This is where you need to be creative and just imagine everything you want to do whether you can afford it or not. Write down everything you can think of, and how you would implement the final visual. Will you have your logo on the material and what words (copy) would you use? Do you have all of the right colors and website/social media information? Which social media outlets will you use and which mediums can wait? Where will you receive the best Return On Investment (ROI). Are you prepared to capture leads in your , website, database or even your p.o. box? Get this all down on paper and implement is about speed of implementation and nothing else.

5 Free Gift ebook GENERATE INTEREST AND DESIRE (a.k.a. MONEY MAGNETS) 1. ebook 2. Consultation 3. Audios/CD s 4. Videos/DVD s 5. Samples Do you have a book already written? Will you provide a sample chapter or the complete book? Consultation Does your consultation have a name? The name of mine is CRM Overview. How much do you charge for the initial consultation? Is it free? If so what is the value for someone to contribute their time to a free consultation? If you charge, do you offer a money back guarantee? Name of consultation: Consultation Fee: $. Money Back Guarantee: Yes No (Circle One) Audios / Videos Are you re A/V money magnets easily accessible? Are they on the Internet or do they need to be mailed? Are they in a shopping cart, an order coupon/promo code or downloadable? Does every audio and video have a call to action embedded with direction and guidance to a website or a phone number to call? Samples What samples can you provide? Do you have tangible products or is everything service related? If everything is service related can you create a physical product for 2013? If so, put a date on the completion of the tangible and how many different products you will create.

Is it free? If so what is the value for someone to contribute their time to a free consultation? If you charge, do you offer a money back guarantee? Name of consultation: Consultation Fee: $.

6 Lead Producing Examples 1. Money Magnets 2. Mixers 3. Lists 4. Previous Clients LEAD CAPTURE/GENERATING SYSTEMS Money Magnets Your money magnets are you ebooks, consulting, audios/videos and everything else you use for pink spoon marketing. Write down the ones you have, the ones you want, and the ones you are interested in creating. Then write down the date you will have the ones you want completed. This date should be somewhere in the first quarter of Mixers No one goes to a mixer to generate leads, right? It s all about relationships isn t it? But most people think that when they go to the mixer someone is going to purchase their widget right there on the spot or ask them to coach them in the corner somewhere. So what value do you have to bring to mixers? How are you going to communicate that value, and why would anyone listen? Remember, the more you talk at a mixer the less you learn about what you can bring to the table. Lists Here is all I have to say about your lists. If they are current nurture them. If they are friends, call them. If they are old, apologize and allow an unsubscribe in the first sentence. If you bought them, THROW THEM AWAY!

Write down the ones you have, the ones you want, and the ones you are interested in creating. Then write down the date you will have the ones you want completed.

7 Previous Clients There is a gold mine in previous clients and for some reason no one ever thinks about contacting them. And if they do call them they go right into sales mode. So here is what I want you to do. Write down every single past client you have worked with, even the ones you didn t like. Think of a reason to call them. Did they get married, have a child, how was there time off for the Holidays etc. Set aside a time to call them for ½ an hour a day for the first month of Just touch them and let them know you are interested in their life and business and available if needed. Who know? You may get a referral! Write down your top ten previous clients: Write down a script of what to say to them and the icebreaker for each individual client. Script: Hi <name>! It s been awhile since we last spoke! Do you have 90 seconds!? Icebreaker Question

Did they get married, have a child, how was there time off for the Holidays etc. Set aside a time to call them for ½ an hour a day for the first month of 2013.

8 RABID FANS If > Then = What So now we have leads coming into our funnel. How are we going to handle each lead on an individual basis? Like an emergency triage, everyone needs to be handled as priority. So that brings up the question, how do we handle each individual lead and each individual client? What type of client are they are what level of value do you deliver? How will you guide your new client? What will they receive once they become a buyer? What action do they take once they give up their credit card information? What will it take to make a new client a rabid fan? Once they become rabid, then what?

So that brings up the question, how do we handle each individual lead and each individual client?

9 1. Drip Campaign 2. Stand, Deliver Present More Value BOND AND TRUST Do you need a drip campaign? If so what will you say? How many weeks will it last? What will the call to action(s) be within every ? Will there be more money magnets embedded in the drip campaign? What other websites or social media pages will they be directed to? QUESTION: What is the über cool you can provide aside from all the value you provided up until now?

Will there be more money magnets embedded in the drip campaign?

10 CONVERT SALES Merchant Services 1. Paypal / Squareup 2. Authorize.net 3. Cash 4. Recurring Whatever service you choose, make sure you can keep track and accept monies immediately. The free services are fine, but they also provide paid services that allow virtual terminals. 1. New Customer 2. Current Customer 3. Repeat Customer 4. Rabid Fan SALES PROCESS (New Customer Vs. Current Customer Vs. Repeat Customer) What type of response will you provide to a new customer, thank you note, follow-up call, and/or added value? Will you send them a coupon or a offer them a discount? Create a coupon if you don t have one already. How will you connect with your current customers? Can you stack the snow and pile on the cool? Is there a 2013 appreciation gift you can offer to them? What made your repeat customers, repeat customers? Will they return this year? If so why? What do you need to do to turn up the flame?

Current Customer Vs. Repeat Customer) What type of response will you provide to a new customer, thank you note, follow-up call, and/or added value?

11 UPSELL 1. 1 st time customer 2. 1 st time repeat customer 3. Recurring rapid fan First Time Customer What is the main product that a first time buyer purchases? Write down the top ten accessories or ancillary services that are in alignment with that purchase First Time Repeat Customer What top ten additional products or services can you provide to the first time repeat customer? Rapid Fan What does this person REALLY want?

Write down the top ten accessories or ancillary services that are in alignment with that purchase. 1. 6. 2. 7. 3. 8. 4. 9.

12 GENERATE FREE CAMPAIGNS How do you make everything your just provided in this workshop go viral? Write down everything that comes to mind: Any further questions? Call me for a free consultation. Shoan Snoday

Write down everything that comes to mind: Any further

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