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1. Welcome Asserting Your Online Expert Status

2. Your Presenter Jeff Grundy

3. A quick Question Why are you attending this Webinar?

4. Just Curious

5. My manager insisted

6. What we are doing is not working

7. Researching a new lead management system

8. Researching a new conversion system

9. Ready to buy

10. Looking for tips to implement myself

11. It all comes down to: Looking for a profitable system to get the prospect to say YES

12. Every step of the system from Internet presence to Sale is based on the science of persuasion

13. Enter Dr. Robert Cialdini, PH.D. We are not affiliated in any way

14. Six Principles of Persuasion Reciprocation

15. Scarcity

16. Authority

17. Commitment and Consistency

18. Consensus

19. Liking

20. Six Principles of Persuasion Reciprocation

21. We are brought up believing if we receive something we are obligated to give something back. i.e Christmas, eye for an eye

22. Example: Address labels for charities.

23. Six Principles of Persuasion Scarcity

24. Value increase when we can not have it.

25. Example: We only take four clients a month

26. Six Principles of Persuasion Authority

27. Based on

28. Credibility

29. - Knowledge

30. - Trustworthiness

31. Six Principles of Persuasion Commitment and Consistency

32. We want to be consistent in our beliefs

33. Example: More likely to vote

34. Six Principles of Persuasion Consensus

35. Social Proof – If everyone else is doing it, it must be right.

36. Example: Hotel Towels

37. Six Principles of Persuasion Liking

38. We buy form those we like

39. Example: My daughter's dentist

40. Know Like Trust

42. Authority Credibility - Knowledge - Trustworthiness

43. The Challenge To Expert Status Missing, Inaccurate Web Presence

44. Lack of Content Consistency – Branding

45. Follow Up

46. The Challenge To Expert Status Missing, Inaccurate Web Presence Book

47. YouTube Videos

48. Properly create web properties

49. The Challenge To Expert Status Lack of Content Consistency – Branding Create Consistent Images

50. Educational and Compelling Copy

51. Give, Give, Give

52. The Challenge To Expert Status Follow Up Lead Acquisition

53. Webinars

54. 26 Week Plan of Action Now on steroids with Expert Positioning

55. Direct Response

56. Jay Abraham

57. Not 2 + 2 = 4 But 2 * 2 = 4

58. Expert Status Follow up on 100% of Leads Better Qualification (Based on Interaction) Follow up for 26 Weeks

59. The Math 100 leads 2 conversations Expert Status 2 more up to 4 Follow up on 100% of Leads 1 more 5 Better Qualification (Based on Interaction) Follow up for 26 Weeks Doubles Sales Instead of 4 you get 10

60. The Math 100 leads 2 conversations Expert Status 2 more up to 4 leads Follow up on 100% of Leads 2 more 6 leads Better Qualification (Based on Interaction) Follow up for 26 Weeks Doubles Sales Instead of 4 you get 12

61. The Book Our Society Says

62. If you are an author you are an Expert

63. Maybe it goes as far back as the Church

64. Certainly Newspapers thrive on it.

65. Book Publishers

66. Dan Kennedy Dan S. Kennedy is the provocative, truth-telling author of seven popular No B.S. books, thirteen business books total; a serial, successful, multi-millionaire entrepreneur; trusted marketing advisor, consultant and coach to hundreds of private entrepreneurial clients running businesses from $1-million to $1-billion in size; and he influences well over 1-million independent business owners annually through his newsletters, tele-coaching program

67. Why does something work? Does it matter.

68. Why does something work? If your prospects are going to perceive your company as the Industry expert because you wrote a book, don't ask why. Just publish the book and start benefiting.

69. Who Cares? If your prospects are going to perceive your company as the Industry expert because you wrote a book, don't ask why. Just publish the book and start benefiting.

70. Digital Book Publishing Kindle

71. Nook

72. Create Space Formatting

73. Informative not Sales Pitch

74. Writing Style related to Industry

75. Dose not have to be 300 pages

76. Title is keyword rich

77. Cover looks professional

78. Description describes Industry

79. Proper category

80. Accepted formatting

81. Real reviews

82. Acceptable amount of advertising

83. YouTube Videos Second Largest Search Engine Simple what to show off products Google loves Youtube (They own it) Engaging

84. YouTube Videos Videos can be power point presentations Actual videos (need not be major production)

85. YouTube Videos Fun

86. Informative

87. Instructional

88. Engaging

89. Tell them what to do next.

90. Mike Koenigs The industry expert when it comes to internet video distribution and persuasion Internet same as TV

91. We believe what we see

92. Mike Koenigs Recommends taking your customers top 10 objections and creating a video for each one.

93. Video Tips Company url in description

94. Compelling copy and call to action in description

95. Ninja trick to have video click able

96. Less than five minutes

97. Fun if possible

98. Content Don't get hung up on the tools Content is what matters Simplicity 37 Signals Jason Fried and David Heinemeier Hansson

99. Content Informative not sales

100. Compelling copy and call to actions

101. Re-purpose

102. Mixed with interactive games -quizzes

103. Fresh

104. Continual

105. Content Your company is a treasure trove of information. Have everyone from the CEO to the parking attendants write four paragraphs

106. Content Sites should have consistent images, backgrounds, bio info, purpose, feel, capture mechanism Be interactive when possible. Include Industry Specific sites as well as major social sites and bookmarking sites.

107. Web Presence Facebook

108. Twitter

109. Linkedin

110. Pinterest

111. Google + Bookmarking Sites

112. RSS

113. SlideShare

114. Blog

115. Mobile Website

118. Facebook Get off as quick as possible

119. Twitter Matching background theme Keep following targeted Follow targeted audience Tweet good info (links)

120. Twitter

121. Linkedin

122. Linkedin profile

123. Linkedin

128. RSS Email Deliverability

130. Contact Info Brief overview Company Easy to Read and Navigate Tap To Call Directions

131. Q & A

132. Follow Up The Sales & Marketing Club of Los Angeles con-ducted a study that showed that 81% of sales closed on the 5th sales call, while only 10% closed on the 4th sales call. the Dartnell Corporation did a study that con-cluded that only 10% of all salespeople will actually make 5 attempts to close a sale.

133. Follow Up ceir (Center For Exhibition Industry Research) says studies show that 80% of exhibitors do not follow up on their leads from trade shows. According to University of Massachusetts Center for Marketing Communications, 43% of prospective buyers receive material they have requeted after they have already made a buying decision. Another 18 never receive the information at all.

134. Follow Up It takes 7 touches on average before someone makes a buying decision

135. Follow Up

136. 3% Buying Now ($$$$) 6 -7 % Open To It ($$$) 30% Not thinking about it ($$) 30% Don't think they are interested ($) 30% Know they are not interested

137. Lead collection Badge Readers

138. Buying complete attendee list

139. Fishbowl

140. Kiosk

141. Computer

142. Lead form

143. SMS (Text messaging)

144. Lead collection Each has their own pros and cons Ease of use for prospect

145. Ease of use for company collecting

146. Degree of qualification

147. Ease of entering information

148. Ease if using information

149. Amount of Information collected

150. Prospect Contact Immediate

152. Personalized

154. Personalized

155. Continuous

157. Personalized

158. Continuous

159. Qualify and Segment

161. Personalized

162. Continuous

164. Multi-media

166. Personalized

167. Continuous

169. Multi-media

170. Engaging

172. Personalized

173. Continuous

175. Multi-media

176. Engaging

177. Have Purpose

179. Personalized

180. Continuous

182. Multi-media

183. Engaging

184. Have Purpose

185. Be Informative

186. Types of Communication Email

187. Snail Mail

188. Lumpy Mail

189. Text Messaging

190. Voice Broadcasts

191. Newsletters

192. Social Media Webinars

193. Postcards

194. Blog Posts

195. Flashdrives

196. Email From Subject Line Always Call to Action

197. Good housekeeping did a survey to find out what's the first thing people do when they get home from work. They found that the first thing they do is open their mail! And guess what? They open it over their trash can! You, and Me, and Everyone Else, Opens Their Mail the Same Way... They put their mail into piles... at least in their mind.

198. Snail Mail No return address Blue Ink Crooked 1 st Class 60% compared to 87%+

199. Lumpy Mail When it comes to 3D Mail, 3D says it all. A regular envelope has length and width, but very little depth. 3D Mail has length, width and depth. It can be an envelope with something in it that makes it 3 Dimensional. It can be a box, or a mini garbage can, or a bank bag, a message in a bottle, a treasure chest, or one any one of thousands of items. First and foremost, do you really care why it does? Every great direct mail guru will tell you it really doesn't matter why anything you test works, what matters is testing one scenario verses another and using the one that perform better...

200. Voice Broadcast Message Directly to Voice Mail

201. Text Messaging QR code Readers Polls - Qualification Games – Quizzes – Contests Sales Top of Mind

202. Text Messaging In a year will be overwhelming Look for platform with bells and whistles Polls Quizes Coupon (Mobile) Short Code Have text word you want

203. Text Messaging In a year will be overwhelming Look for platform with bells and whistles Polls Quizes Coupon (Mobile) Short Code Have text word you want

204. Newsletter Get guest writers Manufacturers you purchase from Sellers of your product Competitors from a different region Association writers

205. Social Media Make it interactive

206. Webinars Save for last

207. Postcards

208. Blog Posts Give prospect a reason to check back

209. Help prospect impress their manager

210. Call to Action

211. Videos

212. Be place to go for Industry Info

213. USB Flash Drive Ideas are limitless Webinar

214. Youtube Videos

215. Slide Presentations

216. Sales Materials

217. Webinar Special Drastic Reduction is Sales Process Investment

218. Increase in speed of Sales Process

219. We are able to generate multiple sales

220. at once

221. Please Select Option On Side Bar When can we get my books started

222. I love it, just need to fill in the dots

223. I need to get my management team involved

224. Interesting, I would like to learn more

225. No thanks, but I will keep it in mind

226. No thanks

227. Webinar Quick Question

228. Webinar Live or Recorded

229. Webinar Recorded

230. Webinar Science to creating webinars Intro Q & A 3 Open Loops Sales Process

231. Webinar Recorded - Automated

232. Qualify

233. Webinar Recorded - Automated

234. Qualify

235. Know – Like - Trust

236. Trade Show ROI Thank you for your time and I truly wish you the best of success in converting your sales into leads. 866-337-6188 – Ask for Jeff http://www.TradeShowROI.org Text Expert to 71441

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