Better Business Marketing for More Enquiries and More Sales
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Better Business Marketing for More Enquiries and More Sales

How to build an effective customer acquisition and retention system for your business
0.0 (0 ratings)
Instead of using a simple lifetime average, Udemy calculates a course's star rating by considering a number of different factors such as the number of ratings, the age of ratings, and the likelihood of fraudulent ratings.
2 students enrolled
Created by Mr Simon Turner
Last updated 1/2016
English
Current price: $10 Original price: $35 Discount: 71% off
1 day left at this price!
30-Day Money-Back Guarantee
Includes:
  • 2.5 hours on-demand video
  • 17 Supplemental Resources
  • Full lifetime access
  • Access on mobile and TV
  • Certificate of Completion
What Will I Learn?
  • Greatly improve the performance of their marketing campaigns to generate new leads and increase sales including:
  • Understand why their current marketing might not be delivering the results they expected
  • Design great new campaigns that will generate lots of new leads
  • Learn how to capture data for those leads so that they know who is interested in their products or services
  • Make those leads more likely to buy from you than your competitors
  • Convert those leads into paying customers
  • Keep them as loyal customers who will buy more from you
View Curriculum
Requirements
  • Students will need an understanding of the audience they are marketing to, and the problems or issues their products or services will address within that audience. This course will then show them how to use that knowledge to make their marketing more effective
  • Students will need a printer for the course worksheets
  • No prior marketing knowledge is required so the course is suitable for those starting out in marketing or thinking of starting their own business.
Description

If you own your own business or manage the marketing for a business, this course will be invaluable to you. So many marketing campaigns disappoint with poor results but often it isn't clear why. This course will look at why your campaigns might not be bringing in the level of new business you hoped for and will show you exactly what to do to put it right so that your marketing stops being a drain on resources and, instead, becomes a profitable investment and a supercharged engine for business growth.

The course will show you that there are 5 vital stages of marketing any business, and that you will be missing out on huge amounts of untapped profits if any of these stages are missing or implemented poorly. I'll show you how to identify the gaps and fill them in so that all your marketing spend can start to work harder at bring in new business.

In just a few hours, you'll acquire some expert knowledge allowing you to analyze your current marketing and put it right - a process that would cost you thousands if you were to hire a marketing professional to do all this for you.

You'll learn how to perform every one of these marketing stages better than the vast majority of your competitors who simply won't have a clue, helping you to make your business more successful and more secure.

The course includes 66 lectures covering:

  • Over 60 lectures, downloads and quizzes
  • 2.5 hours of video instruction
  • Examples of good and bad marketing
  • Worksheets to help you learn and implement the techniques
  • Quizzes to test your understanding
Who is the target audience?
  • Business owners and marketing managers who want to increase the number of leads and sales for their business
  • This course is suitable for any business owner or marketing manager with almost any level of experience. You'll learn everything you need in the course and will be able to start putting ideas into practice after only the first few lectures, building your expertise as the course progresses
  • Beginners will learn how to address marketing correctly right from the start so if you're about to start your own business, or haven't done any marketing before, this course will set you off on the right path, ensuring you get the best results possible and minimising the chances that your time, energy and money will be wasted on ineffective campaigns.
  • Those with some marketing experience will be able to see why their campaigns don't always work and will learn how to address those issues, spotting and correcting what may be wrong, and improving the performance of their campaigns.
  • Even experienced marketers will be able to pick up tips on improving performance, different approaches to common activities and new ideas to try.
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Curriculum For This Course
Expand All 61 Lectures Collapse All 61 Lectures 02:55:23
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Introduction to Better Business Marketing
7 Lectures 20:33

Find out why your business marketing isn't working. There's normally a big gap between where a business owner is now and where they would like to be but their marketing isn't delivering the results they expected. By the end of this course, you’ll have all the knowledge you need, to start filling in the gaps and building a highly effective marketing programme.

Preview 03:25

Many business owners experience an initial growth period which is relatively easy because they start out with an idea of where to find customers that can convert quite quickly. After this it becomes harder. Do you recognise any of these lead generation problems in your own business?

Preview 02:55

Once you've done some marketing to generate new leads, you need to find out who these people are so you can start to build a relationship with them. Do you recognise any of these lead conversion problems in your own business?

Preview 03:43

I’ve learnt marketing the hard way. I’ve been the business owner who spends a fortune on marketing and then wonders why it hasn’t brought in the level of enquiries and new business that I’d hoped it would. What I realised was there are 5 major steps to marketing any business, in order to get you to where you want to be. Many companies are quite good at one or two of these but if any of them are missing - it leaves a big gap through which your prospects and marketing budget will fall so this course is about teaching you how to be really good at each of these 5 steps.

Preview 06:11

I’m going to teach you how to bridge the gap with my 5 step customer acquisition and retention system. It’s called the Business Growth Bridge and I use this process for all the businesses that I work with one to one. I’ll go into real detail to show what you, and your business, need to be doing at each stage of your marketing process, to ensure you extract every ounce of potential out of the money you spend on marketing.

Preview 04:19

The worksheet records your current marketing issues, the things you'd like to improve and what the financial objectives are for your marketing.

Exercise: Where are you now?
1 page

An overview of the business growth bridge and the 5 stages of marketing.

The 5 Step Business Growth Bridge
1 page
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Lead Generation: Getting people interested in your business
15 Lectures 38:57

The approach most small businesses take to marketing brings patchy success at best, and at worst is simply a huge drain on resources that could wreck your business. Find out what the common mistakes are and why this approach doesn't work so you can make sure you don't make the same mistakes.

Preview 02:54

Instead of the typical approach used by most businesses, you should be using Lead Generation marketing. It improves the chances of a higher response rate and also gets you more highly qualified prospects.

Preview 02:00

Whenever you send out a campaign, there will only be a small proportion of people who are ready to buy from you right now. The purpose of lead generation marketing is to start a relationship with as many people as possible who may buy from you in the future - a much bigger group - and gives you a chance to influence their buying decisions.

Why do you need to do lead generation marketing?
02:29

An analysis of two display adverts, one using the traditional approach and one using a lead generation approach so we can see why lead generation ads work so much better.

Lead Generation Advertising
03:44

Examples of two display adverts, one using the traditional approach and one using a lead generation approach.

Example Lead Generation Adverts
2 pages

In order to attract quality leads, you need simplicity and clarity in everything you do – so a potential customer can quickly understand what your business does, how it will benefit them, and what you want them to do next.

An introduction to the AIDA Formula
02:07

You have to grab the reader’s attention and get them to realise your marketing is relevant to them.

The AIDA Formula #1: Attention
04:15

You’ve got to create an interest in your product or service by showing that it is relevant to the reader.

The AIDA Formula #2: Interest
02:34

Next you have to create a desire for your product.

The AIDA Formula #3: Desire
01:50

Last comes the crucial "call to action"

The AIDA Formula #4: Action
03:57

You should apply the AIDA Formula to every marketing activity you undertake.

Applying AIDA to other marketing activities
03:46

Most businesses only use a few ways to try and generate new leads and prospects. Hare are ten activities you should be making full use of.

10 ways to generate highly qualified leads
04:58

...and here are another ten!

10 more ways to generate highly qualified leads
04:23

Make sure you try as many of these marketing activities as you can

Marketing activities to generate highly qualified leads
10 pages

From the ideas in the previous lectures, pick three new activities to try and look at how you can make them 'Lead Generation' activities

Exercise: Try some new lead generation activities
2 pages

Test your understanding of Lead Generation
4 questions
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Lead Capture: Getting your prospects to identify themselves
9 Lectures 17:02

Your website is the most important part of your marketing campaign but most businesses have no idea, that what they currently have, could be significantly harming their businesses, or that it could be the reason they think their marketing campaigns aren’t working.

What’s your website really for?
03:05

Discover the huge mistakes most businesses make with their websites that actually prevent them from generating any new business.

Big website mistakes most businesses make
03:18

When designing your website you really need to take account of how modern website users behave. Here we discuss the key features your website must have and how they must be structured - otherwise your web visitors will just leave again without taking any action.

How to design an effective lead generation website
03:41

See how a lead generation website might look for our fictitious company.

Example of an effective lead generation website design
1 page

Because you’re trying to generate leads in the short term rather than immediate sales, you need to identify who might be interested in your product or service

Getting prospects to share their contact details
01:26

If you want a prospect to share their contact details, you need to provide something valuable in return. Here's how to create it.

How to create a valuable offer
03:02

When you start collecting contact details for your website visitors, then you need to have somewhere to store the contact details where you can start to use them effectively.

Where does the data go
02:30

Here are the key structural elements you must incorporate into your website for it to be an effective lead generation machine.

Effective website structure
2 pages

This cheat sheet will help you quickly work out what information you could offer to prospects in return for their contact details.

Exercise: Creating content to exchange for prospect's contact details
1 page

Test your understanding of Lead Capture
4 questions
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Lead Nurturing: Keeping your prospects on the boil
9 Lectures 15:40

Now that you’ve identified some new leads and prospects, you need to follow them up. And that means a lot of communication.

The main reason why the follow up process fails
04:09

Learn how to automate your email follow up process

What is an Email Autoresponder?
02:28

Pick one of these autoresponders to create your follow up emails and automate the distribution.

5 Popular Email Autoresponders
5 pages

You need a big bank of emails ready to go out to prospects on autopilot but creating them can be tricky. Here's how to decide what to write and how to design them.

Writing an automated email sequence
03:17

Email autoresponders give you instant access to who has signed up to your list, who opened your emails, and who clicked on which link. You can see who your most interested prospects are concentrate your efforts on converting them into customers.

Monitoring your automated email campaign results
01:51

The beauty of the digital age is, on top of emails, the sheer number of options you have available to communicate with prospects and how you can make them all work together for even more impressive results.

Using other media for follow up
03:55

Examples of how to use different media channels to follow up your prospects

Follow up options
1 page

Here is a copy of the first five emails from my own autoresponder sequence so you can see how to structure them for best effect.

Automated email examples
5 pages

Practice generating content for your automated email sequence

Exercise: Writing emails for your autoresponder sequence
1 page

Test your understanding of Lead Nurturing
4 questions
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Lead Conversion: Turning your prospects into paying customers
13 Lectures 33:34

Many businesses find that they end up spending huge amounts of time doing presentation and proposals only to lose out, suspecting that they were never really in the running. Find out why, and how to stop it happening again.

Why you can’t close your prospects
02:23

Sometimes your prospect will lie about their reason for buying. Sometimes your prospect doesn’t even fully understand the real reason so you need to be skilled at uncovering it to maximise your chances of closing the sale.

Why does your prospect really want to buy?
02:43

Once you have your prospect, you need to carefully move them closer to a sale, one step at a time. These steps form your sales process and are essential for you to retain control of the sales process and prevent you being sidetracked and having your time wasted by prospects who aren’t really interested in buying.

Defining your sales process
03:01

Here's an example of my own sales process

Example Sales Process
1 page

Once you have your sales process defined you need to make sure you stick to it to minimise the chances of you wasting time with non-prospects.

Sticking to your sales process
04:11

Qualifying is about working out if your prospect is a real prospect or a time waster. People either buy something to experience pleasure and enjoyment, or else they buy to alleviate or avoid pain. With sales to businesses it's mostly to alleviate pain. You need to find the real motivation and the real impact on them if they don't buy.

Qualifying your prospect – finding their pain
03:37

This may sound obvious but plenty of sales people waste huge amounts of time trying to sell to people only to find their product or service was too expensive or the customer didn't have enough money. Make sure you clarify this early on.

Qualifying your prospect – Can they afford it?
02:37

I never make presentations or write proposals if I can't meet ALL the decision makers. Not meeting the right people is a key reason for losing out to competitors.

Qualifying your prospect – Are you talking to the right person?
03:04

People don't buy features – they buy benefits and you need to make sure your benefits match with your prospect’s motivation to buy.

Features and benefits?
02:42

List your main products or services and then the top features and benefits for each.

Exercise: What are your features and benefits?
1 page

Sales presentations can be daunting but they are also a great way for you to qualify your prospects. Don't just stand there and talk - make sure you use the opportunity to question your prospect properly and listen.

Pitching and presentations 1: Getting their attention
03:06

Make sure you explain the benefits to your prospects in relation to their objectives so they can see why they would want your product or service.

Pitching and presentations 2: Creating the desire
03:00

Writing proposals is tricky and if you haven't qualified your prospect properly, it can lead to you wasting a lot of time and giving away a lot of your knowledge. If you've qualified properly, here's how to structure your proposal well.

Proposals
03:10

Test your understanding of Lead Conversion
4 questions
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Customer Retention: How to keep your customers
7 Lectures 10:29

Any relationship requires constant attention and nurturing or it will wither and die. Having made a sale to your new customer, you need to make sure they don't then go somewhere else for future purchases.

Why customers go elsewhere
02:48

Strong customer relationships can generate more sales for you. A happy customer will write a testimonial for you to show other prospects, or even introduce you to new prospects with a glowing reference.

Referrals and testimonials
02:28

You need to make your customer feel that they are getting continued value by remaining a customer so they will want to stay your customer and not go anywhere else. Keeping them up to date with industry developments is a great way to do this.

Communicating industry news and comment
02:57

Existing customers are the easiest people to sell to because they already trust you so make the most of any upselling and cross-selling opportunities.

Upselling and cross-selling
02:16

Make a list of existing customers who you could ask for referrals and testimonials.

Exercise: Referrals
1 page

Testimonials
1 page

Make a list of relevant topics that would be of interest to your customers and a list of web resources where you could find useful articles to comment on.

Exercise: Topics to comment on
1 page

Test your understanding of Customer Retention
4 questions
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Summary: Putting it all into practice
1 Lecture 02:08

A recap of the three main points from each marketing stage of the Business Growth Bridge

Summary of the 5 marketing stages
02:08
About the Instructor
Mr Simon Turner
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2 Students
1 Course
Business Sales and Marketing Expert

I have been involved in various strands of design and marketing for over 25 years, working in industries from Automotive to food to oil and gas to international motorsport. In the early 1990s I worked for a number of Formula 1 racing teams creating sponsorship proposal documents. Working with the Commercial Director of Benetton F1 Team, I created the presentations that helped secure most of the sponsors on Michael Schumacher’s championship winning car of 1994.

As well as working with a number of SME business owners on all the issues covered in this course, I currently advise a global motor manufacturer on fleet marketing in the UK and one of the world's leading luxury dessert manufacturers on customer engagement.

"I’ve now used Simon’s expertise with three separate ventures, both to raise investment, and promote the business. His creativity and commercial awareness have led to some of the most striking and effective marketing ideas I’ve seen anywhere" N Hancock