fsw 12-07-19

Fast Start WorkshopFast Start WorkshopJuly 16th, 2012

Who is our group for?

Small Business Owners, Entrepreneurs and Sales Professionals who are…

•Forward-Thinking

•Action Takers

•Opportunity-Minded

•Results-Oriented

About Our GroupAbout Our Group

Who is our group NOT for?

•Closed-Minded

•Excuse-Oriented

•Tire-Kickers

•Already Know Everything

•Fully Satisfied With Present Income & Lifestyle

•People Just Looking For “Networking” Without Dramatic Business Improvement



The Marketing Is More ImportantThan The Mastery

Using Direct Response Marketing

What Our Group Is About

Bonuses:

1.Monthly Celebrations

2.Webinars/Teleseminars

3.Coaching & Mastermind Study Groups

4.Private 1-on-1 Coaching & Clients

5.Special Events


A Teacher And A Success Coach – Not A Salesperson!Dear Steve,I have learned more from you about advertising for results than from any rep I've seen in 29 years of the beauty and day spa business.You take the time to show me the difference in ads that work and you have trained my eye to recognize the components of a well-designed ad. You even identified where I was emphasizing the wrong aspect of my business for the past eight years and got me back on track and marketing to our primary strength.We have just completed our second yellow page book together and I am experiencing a 15% increase in sales over last year’s figures. My beauty supplier is flabbergasted because many of his accounts are barely hanging on. The internet choices you recommended have really paid off getting me first position in my heading in my area...so cool!It is a joy to see you come in my door. You are a teacher and a success coach---not a salesperson. I know you are sincerely looking out for my welfare. Your wisdom - that comes from years of experience and study - coupled with a patient, positive and generous spirit make you a real blessing to me and my business.The more we make the more we can give to good causes. You are a man of integrity and I thank you, Steve, for the refreshing relationship we enjoy. For anyone who has been disappointed in the past, do get together with Steve Sipress if you get the chance -- you'll be glad you did!

Sincerely,

Janelle Nagy, Octagon Spa & Salon

By Far The Best, And My Favorite Rep!“This is just to say how much I appreciate your approach to working with myself and our company. You find it valuable to spend all the time necessary to educate your customer to make better informed decisions regarding their marketing options. You are unlike other reps, who do not get excited about my business, and only seem to want me to sign up so they can get on their way.... You seem to get excited about it as if you were working for your own business' advertising choices. What I think I learned the most from you, is I do need to spend some money in advertising to make more money and grow the business, and you taught me how to look at the advertisements from the consumer’s point of view, and ask myself what would draw me in, and what does the consumer see when they open the book, and then incorporate those ideas into my own display ads. Between the real yellow pages and the other yellow pages, I have dealt with about six different reps, maybe more. Steve, by far you are the best, and my favorite rep. You love your job and it shows. Best of luck with the new book, and looking forward to reading it.”

Sincerely,

Mike Rawlings, Heritage Land Consultants

Increased Our Business By Over 70%!“We have increased our business by over 70% in two years’ time! We have been able to devote our time to do the things we want to do: service the customer. Because we still have “day jobs”, it’s nice to know that Steve can meet us outside of regular business hours so he can help develop an advertising plan and help us grow so that we can realize our dream of THIS being our day job. Thanks for everything you do, Steve!”

Sincerely,

Brian Motherway, Special Memories Video

Actually Cared About My Business“In over 25 years in my practice, almost all sales reps I had to deal with were merely “order takers”. But Steve Sipress showed that he actually cared about my business and my goals.

In the past, I can honestly say that I almost never looked forward to meeting with a sales rep. But I will be very happy to see Steve again next year when it comes time to review my advertising program.”

Dan Babarik, Attorney

Had My Best Interests In Mind“Congratulations. Steve Sipress has done what no other rep before him has: He’s gotten me to change my advertising program.

I told him that I have been very happy with my single box ad, and that I get 90% of my business from word-of-mouth. I insisted he not come to visit me in person, informing him that I had no intention of being subject to a “sales pitch” that I didn’t want or need to hear.

But he politely persisted in attempting to get an appointment with me, stating that he had some valuable ideas for me that would be worth a small amount of my time, and assuring me I would not be subject to a traditional “sales pitch”. He proceeded to succinctly and compellingly present me with several facts, along with his recommendation to increase my advertising in the Dex yellow pages.

Now that is just the consultive, thoughtful, matter-of-fact approach that gets a response from me. I found his reasoning to be sound, and more importantly in my best interests. He could easily have simply let me renew my current program, which would have meant a lot less time and work for him. I am writing to tell you how pleased I am that he thought more of me and my practice than his own interests, and although I am quite a small advertiser, he treated me as a valued and important customer.

Clearly Steve had my best interests in mind, and took the time and trouble to convey them to me in a thoughtful, concise and compelling way. Thank you for assigning such a caring rep to me so that I will have a much more effective advertising program.”

Andrew R. Fogle, Attorney

Kristi Frank

Joan Rivers

George Ross

Gene Simmons

Ivanka Trump

Bill Rancic

Ryan Deiss

Russell Brunson

Yanik Silver

Matt Bacak

Joe Polish

Mike Filsaime

Frank Kern

Ari Galper

Mike Koenigs

James Malinchak

Paul Hartunian

Lee Milteer

Karen Hoyos

Kathy Ireland

Ali Brown

Go Daddy Girls

Sydney Barrows

Drayton Bird

Stephen Pierce

Ted Nicholas

Les Brown

Michael Masterson

Brian Tracy

Bill Glazer

Mark Victor Hansen

Barbara Corcoran

John Rich

Larry Winget

“Sluggers”

“Chicago Leaders”

1. There will ALWAYS be an offer or offers2. There will always be a reason to respond right now3. There will be clear instructions on how to respond4. There will be tracking and measurement5. Whatever brand-building that occurs will a happy

by-product -- not bought6. There will be follow up7. There will be strong sales copy, not vague

hyperbole8. In general, it will look like a “mail order ad”9. Results rule, period.10. You will be a strict disciplinarian

1. Invest $1.00 on marketing, get back $2.00 or $20.00, fast, that can be accurately traced to the $1.00 invested.

2. Do NOT spend $1.00 that does not directly and quickly bring back $2.00 or $20.00.

Direct Response Advertising Principles ONLY.

1. Please/appease its BOD (most of whom know zip about advertising & marketing but have lots of opinions)

2. Please/appease its stockholders3. Look good, look appropriate to Wall Street4. Look good and appropriate to the media5. Build brand identity6. Win awards for advertising7. Sell something

Our Agenda1. Sell something. Now!

Sometimes finding the answers to your success is in looking outside your business.

lem·ming –noun Mouse-like rodents noted for periodic mass migrations that sometimes result in mass drownings.

…there was a way to successfully sell at premium prices higher than your competition

……efficiently and systematically attract all the good, respectful, appreciative customers or clients you could ever want…

…while eliminating all the waste and trial-and-error in your advertising… never cold prospecting again… and dramatically increasing, multiplying your income?

1. What business are you REALLY in?

2. From annoying pest to welcome guest

3. The magic of DIRECT RESPONSE MARKETING instead of traditional advertising and marketing

“The first quantum leap occurs when you decide you are NOT in your business…but in the business of marketing your business.”

What business are you REALLY in?

You are in the advertising, marketing and sales business.

“The second quantum leap: since that is the business I’m really in, whether that was my intent or not, I’d better put MOST of my focus on it, and I’d better get good at it!”

12

Cold vs. Permission Marketing

Push vs. Pull Marketing

Pursuit vs. Attraction Marketing

Prospecting vs. Positioning

- David Ogilvy, fry cook and door to door salesman who founded and built one of the largest and most respected ad agencies in the world

“Only the mail-order people really know what they are doing.”

Dan Kennedy’s famous

Marketing Success TriangleThe Formula:

RIGHT Message + RIGHT Markets (Targets)

+ RIGHT Media

= RIGHT RESULTS!

‘USP’ – Unique Selling Proposition, must be concise and differentiate you from all competition.

Answers your prospect’s question:“WHY SHOULD I CHOOSE TO DO BUSINESS WITH YOU INSTEAD OF ANY AND EVERY OTHER OPTION AVAILABLE TO ME?”

What’s Yours?

(Partial List)

USP: Unique Selling Proposition

VSP: Value Selling Proposition

Risk Reversal: Guarantees

Direct-Response Offer: Call To Action

Proof: Testimonials

“What THEY say about you is 1000 times more persuasive than what you say about you, even if you are 1000 times more articulate and eloquent.”

THE INADEQUATE MESSAGE

No USP

No VSP

No Risk Reversal

No Offer & Call To Action

No Proof

Would you invest every penny you have in taking your current message to the

market?

…..but let’s assume you get all that right…

The world’s greatest Marketing Message is

no better than the world’s

WORST Marketing Message,

if shouted at deaf ears.

Benefits of TARGET Marketing….. Less Waste

More Efficient

Less Competitive

Attract EXACTLY The Customers You Want

Differentiation Purely From Marketing

More Likely To Arrive At Predictable Results

WHO is your Ideal Target Market?

Now, we need Media…. What is Media? The means we use to deliver our

MESSAGE to the chosen MARKET.

Principle#1: Media is where most people start first.

Most of the time, media should be considered last.

Principle #2: No such thing as “good” or “bad” media.

Some media more appropriate than others for your purposes

• Focuses on THEIR PAIN and MY SOLUTION

• Designed to sell, but also gives real value

• Title is CRITICAL

BONUS POINT:BONUS POINT:

•Selling PREVENTION is much tougher than selling THE CURE

You can create Marketing SYSTEMS that are:

Repeatable Predictable Controllable

Today, just one example…

1. Identify a small, manageable number / group of good

prospects (Market)

2. Design a ‘story’ and an offer attractive to them (Message)

3. Put that in front of them repeatedly, in a short period of

time using Direct-Mail (possibly supplemented with other

contacts) (Media)

Market more comprehensively and intensely to a smaller, selected number so

you can have real impact…..instead of spitting in the ocean.

“But I’ve Tried Direct-Response

Marketing Before…”

NOT the way I teach doing Direct-Response Marketing.

Today, Just One Example...Our Famous “Corcoran Letters”

~2,000 Mailed (to House List)

Approximate Cost: $1,800

Approximate Revenue: $25,000

Approximate ROI: 14:1

Letter #1





Letter #2





Letter #3





Overall Results of 3-Step Campaign

1. USP2. Testimonials (Social Proof)3. Message-Market-Media4. Direct response vs. Institutional ads5. Takeaway selling6. Don’t sell products/services; Sell experiences7. Become an expert/authority/celebrity in your

target market8. Biggest marketing SIN is being boring9. Referrals (EAR Formula)10. “The last thing you ever want to be compared

to is just another _______.”

This is different.

This is interesting.

I never really thought about this stuff before.

I should investigate, learn more, and see how I might apply this kind of Direct Response Marketing in my business, too.

How do I get started?

And – uh-oh, it’s gotta be expensive.

Interesting, but…. “My business is different.” “I don’t have time to become a Master Marketer.” “I’m set in my ways.” “I don’t want to take responsibility for my own marketing.” “I prefer making excuses and blaming to getting results.”

“I thought this was just another networking group.”

IF YOU’RE IN THE FIRST GROUP, IT’S EASY TO LEARN MORE

Sedation Dental Ads

Cosmetic Postcard Campaign

No Insurance Postcard Campaign

Lost Customer Postcard Campaign

Reminder Postcard Campaign

Referral Postcard Campaign

Complete S&D Marketing Library

Complete Marketing Library

““July Celebration”July Celebration”July 16th, 2012

Who is our group for?

Small Business Owners, Entrepreneurs and Sales Professionals who are…

•Forward-Thinking

•Action Takers

•Opportunity-Minded

•Results-Oriented


Who is our group NOT for?

•Closed-Minded

•Excuse-Oriented

•Tire-Kickers

•Already Know Everything

•Fully Satisfied With Present Income & Lifestyle

•People Just Looking For “Networking” Without Dramatic Business Improvement



The Marketing Is More ImportantThan The Mastery

Using Direct Response Marketing


Bonuses:

1.Monthly Celebrations

2.Webinars/Teleseminars

3.Coaching & Mastermind Study Groups

4.Private 1-on-1 Coaching & Clients

5.Special Events


A Teacher And A Success Coach – Not A Salesperson!Dear Steve,I have learned more from you about advertising for results than from any rep I've seen in 29 years of the beauty and day spa business.You take the time to show me the difference in ads that work and you have trained my eye to recognize the components of a well-designed ad. You even identified where I was emphasizing the wrong aspect of my business for the past eight years and got me back on track and marketing to our primary strength.We have just completed our second yellow page book together and I am experiencing a 15% increase in sales over last year’s figures. My beauty supplier is flabbergasted because many of his accounts are barely hanging on. The internet choices you recommended have really paid off getting me first position in my heading in my area...so cool!It is a joy to see you come in my door. You are a teacher and a success coach---not a salesperson. I know you are sincerely looking out for my welfare. Your wisdom - that comes from years of experience and study - coupled with a patient, positive and generous spirit make you a real blessing to me and my business.The more we make the more we can give to good causes. You are a man of integrity and I thank you, Steve, for the refreshing relationship we enjoy. For anyone who has been disappointed in the past, do get together with Steve Sipress if you get the chance -- you'll be glad you did!

Sincerely,

Janelle Nagy, Octagon Spa & Salon

By Far The Best, And My Favorite Rep!“This is just to say how much I appreciate your approach to working with myself and our company. You find it valuable to spend all the time necessary to educate your customer to make better informed decisions regarding their marketing options. You are unlike other reps, who do not get excited about my business, and only seem to want me to sign up so they can get on their way.... You seem to get excited about it as if you were working for your own business' advertising choices. What I think I learned the most from you, is I do need to spend some money in advertising to make more money and grow the business, and you taught me how to look at the advertisements from the consumer’s point of view, and ask myself what would draw me in, and what does the consumer see when they open the book, and then incorporate those ideas into my own display ads. Between the real yellow pages and the other yellow pages, I have dealt with about six different reps, maybe more. Steve, by far you are the best, and my favorite rep. You love your job and it shows. Best of luck with the new book, and looking forward to reading it.”

Sincerely,

Mike Rawlings, Heritage Land Consultants

Increased Our Business By Over 70%!“We have increased our business by over 70% in two years’ time! We have been able to devote our time to do the things we want to do: service the customer. Because we still have “day jobs”, it’s nice to know that Steve can meet us outside of regular business hours so he can help develop an advertising plan and help us grow so that we can realize our dream of THIS being our day job. Thanks for everything you do, Steve!”

Sincerely,

Brian Motherway, Special Memories Video

Actually Cared About My Business“In over 25 years in my practice, almost all sales reps I had to deal with were merely “order takers”. But Steve Sipress showed that he actually cared about my business and my goals.

In the past, I can honestly say that I almost never looked forward to meeting with a sales rep. But I will be very happy to see Steve again next year when it comes time to review my advertising program.”

Dan Babarik, Attorney

Had My Best Interests In Mind“Congratulations. Steve Sipress has done what no other rep before him has: He’s gotten me to change my advertising program.

I told him that I have been very happy with my single box ad, and that I get 90% of my business from word-of-mouth. I insisted he not come to visit me in person, informing him that I had no intention of being subject to a “sales pitch” that I didn’t want or need to hear.

But he politely persisted in attempting to get an appointment with me, stating that he had some valuable ideas for me that would be worth a small amount of my time, and assuring me I would not be subject to a traditional “sales pitch”. He proceeded to succinctly and compellingly present me with several facts, along with his recommendation to increase my advertising in the Dex yellow pages.

Now that is just the consultive, thoughtful, matter-of-fact approach that gets a response from me. I found his reasoning to be sound, and more importantly in my best interests. He could easily have simply let me renew my current program, which would have meant a lot less time and work for him. I am writing to tell you how pleased I am that he thought more of me and my practice than his own interests, and although I am quite a small advertiser, he treated me as a valued and important customer.

Clearly Steve had my best interests in mind, and took the time and trouble to convey them to me in a thoughtful, concise and compelling way. Thank you for assigning such a caring rep to me so that I will have a much more effective advertising program.”

Andrew R. Fogle, Attorney

Kristi Frank

Joan Rivers

George Ross

Gene Simmons

Ivanka Trump

Bill Rancic

Ryan Deiss

Russell Brunson

Yanik Silver

Matt Bacak

Armand Morin

Joe Polish

Mike Filsaime

Frank Kern

Ari Galper

Mike Koenigs

James Malinchak

Paul Hartunian

Lee Milteer

Karen Hoyos

Kathy Ireland

Ali Brown

Go Daddy Girls

Sydney Barrows

Drayton Bird

Stephen Pierce

Ted Nicholas

Jay Conrad Levinson

Les Brown

Michael Masterson

Brian Tracy

Bill Glazer

Dan Kennedy

Mark Victor Hansen

Barbara Corcoran

John Rich

Larry Winget

“Sluggers”

“Chicago Leaders”

Welcome Our Newest Members!Welcome Our Newest Members!David Brottman, Arlington Heights

Doug Guard, GenoaPaul Fisher, Lombard

Selander Morris, BarringtonGlenn Smith, SchaumburgStarla Snead, BolingbrookEarl Stacey, Branson, MO

Scott Thrun, Lake Barrington

Six Months!

Julie Bartkus, HebronRamesh Kumar, Aurora (Private Client)

Fernando Lamounier, Crystal LakeJay Rohman, Troy, MO

Sid Rothenberg, PalatineRJ Weiss, Chicago

One Year!Mario Cordoba, Grayslake

Christine Rath, Hobart

Two Years!

John Stone, ChicagoTerri Tibbs, Gurnee

Mary Beth Huffman, Farris Patterson, ChicagoKris & Rich Porter, Cary

Three Years!

Julia Kline, ChicagoMary Beth Huffman, Farris Patterson, ChicagoKris & Rich Porter, Cary

Six Months - DotComSecrets!

Julie Bartkus, HebronRamesh Kumar, Aurora (Private Client)

Jay Rohman, Troy, MORJ Weiss, Chicago

Feature PresentationFeature Presentation“The 4 Ways To Achieve

Freedom From Your Business”

Steve Sipress

JuLY 2012

juLY 2012

july2012

Live Help With Live Help With SSS Marketing UniversitySSS Marketing University

“Creating Your Own Unique Million Dollar Message”

Steve Sipress

Creating Your Own Unique“Million Dollar Message”

Let’s Get Started…• Are you looking for proven and tested ways you can generate more leads, attract more clients and make more money? • Here’s a quick way you can do this WITHOUT having to spend a dime

• Since Chicagoland’s Sharpest Entrepreneurs is a wide, diverse group, I will need to select various businesses to use as examples

• The strategies and tactics you will see are applicable to EVERY business on the planet

“Elevator Pitch”

• An elevator pitch is a 10- to 30-second mini-commercial that highlights the major benefit you provide to your prospects that your competition does NOT

• It immediately separates you from your competitors, and makes you the logical choice to do business with

• It becomes the basis for all of your marketing

• We refer to it as your “Million Dollar Message”

Why A Million Dollar Message Is Important…

• The first thing anyone says to someone they have just met is “what do you do?”

• The typical real estate agent’s response is “I sell real estate”

• A seasoned agent may say “I help buyers and sellerscomplete successful transactions”

• Still doesn’t make anyone jump up and down, does it?

• But when you use a compelling 10-second Elevator Pitch (your Million Dollar Message), people who are in your target market will respond with something like, “How do you do that?”

• Our elevator pitch template gives any small business owner the ability to create multiple, powerful & compelling messages that get real results• This is one of the best ways for any small business owner to generate a massive number of leads in a short amount of time for absolutely zero dollars in cost

“Elevator Pitch Template”

Sedation Dental Ads

Cosmetic Postcard Campaign

Restart Postcard Campaign

Reminder Postcard Campaign

Referral Postcard Campaign

• We’ve invested more than $1 million dollars creating, developing and producing this program… and all of it’s designed to make business owners successful

• We specifically designed it to give all small business owners total and complete VIP access to every tool, resource, template, strategy, tactic and training video we’ve used over the years to help business owners worldwide to…- generate immediate cash flow to eliminate current financial burdens

- build their business so it reaches its maximum revenue potential

- reach that elusive $1 million dollar revenue goal that only 4% of all businesses ever attain

SSS Marketing University

• Must be “affordable” to all small business owners

• Our tuition…- monthly licensing fee + IT team = $197 per member per month

• Weekly Group Coaching = $495 per month (optional)

• For less than $700 per month, this system offers all the tools, resources, templates, examples, strategies, tactics and Group Coaching support small business owners will ever need

Pricing Model

The Power Of…

• If you like what you see, after your 30-day membership expires, you’ll get a $100 monthly discount on the program for as long as you remain a member

• That means your entire monthly membership fee after your 30-day trial is only $97 per month

• AND you’ll get the Weekly Group Coaching ($495/mo value) FREE for the first 10 weeks

If you apply the information in the ten mini-video series, I will have already paid for your membership for the next

ten years

SPECIAL BONUS – Members Only

• All new SSS Marketing University members get to attend one Peak Performers meeting FREE in their first two months!

($297 Value)

EXTRA SPECIAL BONUS

• Pre-Pay Option:

Pre-pay for 10 months ($970), get two months free!

• PLUS:

You’ll get the Weekly Group Coaching ($495/mo value) FREE for the entire year

That’s a Total Savings of $6,134!

EXTRA SAVINGS OFFER

• As soon as you begin your 30-Day Trial, you become an Affiliate of SSS Marketing University

• Let your friends, family and business associates know about SSS Marketing University, and offer them a 30-Day Trial, too

• When they remain members after their 30-Day Trial, you will receive 33% of their tuition for as long as they remain a member of SSS Marketing University

Refer just 3 people and your membership is

FREE!

Referral Program

SSS Marketing University

Request your 10 mini-videos and $1 30-day Trial Membership at:

www.SSSMarketingUniversity.com/guidedtour

Three Ways To Join Our Group!

No Educational Materials

$49 Today, then $49/month

Three Ways To Join Our Group!

$1 30-Day Trial, then $97/month Bonus Today: Weekly Coaching Calls (regular cost $495/month) free for first 10 weeks.

ADDITIONAL BONUS TODAY:One Peak Performers Meeting FREE (regular cost $297/month)

Pre-Pay Option: Pre-pay for 10 months ($970 today), get 2 months free. Bonus Today: Weekly Coaching Calls (regular cost $495/month) free for the entire year ($6,134 Total Savings!)

JuLY 2012

Thanks To Our Thanks To Our Volunteers!Volunteers!

Thanks for comingThanks for coming!!Please leave your name badge at the door.

Please record a video testimonial.

See you on Monday, August 20th:

10:00am at Northern Illinois University in Napervilleor

4:00pm at the Wildwood in Schaumburg

fsw 12-07-19

Education

decision making

heritage land

weekly coaching

single box

regular cost

dex yellow

octagon spa

additional