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Search: Posts Made By: ewenmack
Forum: Offline Marketing 16th November 2019, 03:43 PM
Replies: 26
Views: 380
Posted By max5ty
Re: 80/20 Customers Part 2

Another thing to consider...

is it better to know who owns 3 cars and bought a house, or a dress or whatever...

or would you rather be the one that sold them all that and let the sloppy seconds...
Forum: Offline Marketing 16th November 2019, 02:20 PM
Replies: 26
Views: 380
Posted By max5ty
Re: 80/20 Customers Part 2

Only thing I would add here...

the 20% of your customers bringing in 80% of the revenue are not always the same 20%.

Those "constant" 20% can fluctuate wildly depending on the time of year and...
Forum: Offline Marketing 13th November 2019, 10:13 AM
Replies: 26
Views: 380
Posted By Claude Whitacre
Re: 80/20 Customers Part 2

More pure gold from you, Ewen.

Yup, you don't want to say "I know you have three cars."

You want it to sound like they just happen to be a perfect fit for this program. You can picture them...
Forum: Offline Marketing 12th November 2019, 12:06 PM
Replies: 17
Views: 376
Posted By Claude Whitacre
Re: 80/20 Customers

When I sold in people's homes, and they rescheduled an appointment, I found two things;
1) They were apt to reschedule repeatedly, or cancel.
2) They bought a little easier if I actually got to see...
Forum: Offline Marketing 12th November 2019, 11:28 AM
Replies: 17
Views: 376
Posted By misterme
Re: 80/20 Customers

So I used to sell various items in different sizes but them I reduced that to one item, though in different sizes and with one upsell item. And what I changed about that then was I went from 14...
Forum: Offline Marketing 9th November 2019, 05:02 PM
Replies: 17
Views: 376
Posted By Claude Whitacre
Re: 80/20 Customers

You are mistaking how this works.

If you take the most profitable, active, result producing 20%, you will find that this exceptional top group again divides into an 80/20 split. But they will, as...
Forum: Offline Marketing 7th November 2019, 08:20 AM
Replies: 17
Views: 376
Posted By misterme
Re: 80/20 Customers

I don't use lists but I do fish for the 20% and my pricing and everything I say and do is aimed at the 20%. The result? For the past three years I've worked only a handful of weekends a year yet have...
Forum: Offline Marketing 6th November 2019, 09:16 AM
Replies: 17
Views: 376
Posted By Claude Whitacre
Re: Slight irony here.

Mostly agree about WF. But there are still several really sharp people here...real marketers.

As far as Ewen's information, it's absolutely spot on. One of the biggest gains I ever made in...
Forum: Offline Marketing 5th November 2019, 07:01 PM
Replies: 120
Views: 1,457
Posted By kenmichaels
Re: What Should I Call My New Selling Program?

Yeah... in a room full of people yelling, a whisper gets attention.
Forum: Offline Marketing 5th November 2019, 05:59 PM
Replies: 120
Views: 1,457
Posted By Claude Whitacre
Re: What Should I Call My New Selling Program?

The problem with "for experienced sales professionals only" is that it isn't exact. Do I mean 5 years in the field? A degree in management?

I was going to go with "For sales professionals with at...
Forum: Offline Marketing 5th November 2019, 04:39 PM
Replies: 120
Views: 1,457
Posted By Claude Whitacre
Re: What Should I Call My New Selling Program?

The last few days, I've been trying to come up with something that I do that's counter-intuitive or against the standard selling dogma.

Any ideas? You guys have read my stuff for years.

I...
Forum: Offline Marketing 5th November 2019, 03:43 PM
Replies: 120
Views: 1,457
Posted By misterme
Re: What Should I Call My New Selling Program?

Ewen,

How dare you come on here and post something so brilliantly clever.
Forum: Offline Marketing 7th September 2019, 04:15 PM
Replies: 9
Views: 155
Posted By StevenTylerPjs
RE: Looking for Advice for New Client

Thanks Ewen, I definitely plan to do that! I think my "list" was pretty broad. I didn't get specific on the vertical of businesses, because I think it can be fit to just about any.

I was focusing...
Forum: Offline Marketing 31st August 2019, 11:14 AM
Replies: 26
Views: 1,261
Posted By Claude Whitacre
Re: Dan Kennedy about to exit if not already has

I offered the same service to my newsletter subscribers. Much of my marketing....paid newsletter subscriptions, formatting of newsletters, free trial offers, bonuses....were based on his marketing. ...
Forum: Offline Marketing 31st August 2019, 08:13 AM
Replies: 26
Views: 1,261
Re: Dan Kennedy about to exit if not already has

Goodness me - this is sad news.

Been applying Dan's expertise for decades - fair to say he was absolutely pivotal in making my career successful.

About 20 plus years ago I was reading one of...
Forum: Offline Marketing 24th August 2019, 08:38 PM
Replies: 26
Views: 1,261
Posted By Claude Whitacre
Re: Dan Kennedy about to exit if not already has

I honestly don't remember which book it was..or was it a set of tapes? Anyway, it as from Dan Kennedy. It is what drove me to learn about advertising and marketing, when all I knew was selling. And I...
Forum: Offline Marketing 24th August 2019, 11:01 AM
Replies: 26
Views: 1,261
Posted By misterme
Re: Dan Kennedy about to exit if not already has

Oh wow, what sad news. He was pivotal in my career. A "force multiplier" to it you might say. The first time I read one of his books I felt my brain was on fire.

That final letter of his was...
Forum: Offline Marketing 22nd August 2019, 08:16 AM
Replies: 26
Views: 1,261
Posted By Claude Whitacre
Re: Dan Kennedy about to exit if not already has

I read about this last night. One of Kennedy's students posted something on Facebook about Kennedy being near death.

I've met Kennedy many times, and have spoken to him at length. Nobody knows...
Forum: Offline Marketing 18th May 2019, 04:23 PM
Replies: 12
Views: 600
Posted By StevenTylerPjs
My Craigslist Ad

"Let me paint so you don't have to"

That was my headline. I placed an ad on Craigslist when I was looking for extra money. I didn't even put a phone number, because I only wanted a few jobs. I got...
Forum: Offline Marketing 26th April 2019, 01:03 PM
Replies: 11
Views: 432
Posted By Claude Whitacre
Re: Great Cold Calling Approach

No. It's all important. He also had to answer the very frequently asked question "How can you give me a lower rate?".

You have to justify why you are going to do something.

I get why you asked...
Forum: Offline Marketing 2nd April 2019, 10:41 AM
Replies: 11
Views: 250
Posted By Claude Whitacre
"Highly Likely Prospects" VS "Qualified Prospects"

Yesterday afternoon I got a call from a young man that read my book on sales prospecting, and he was a little confused over what I meant by "Highly Likely Prospects".
This is the essence of what I...
Forum: Offline Marketing 28th March 2019, 03:55 PM
Replies: 3
Views: 172
Posted By Claude Whitacre
Discounts. How To Absolutely Never Lower Your Price, And Still Get The Sale

A few days ago, I called to order some supplies from a company I've dealt with before. I happened to ask "Can you give me a better price?". And the rep gave me a better price. And I said "Thanks for...
Forum: Offline Marketing 22nd March 2019, 12:22 PM
Replies: 53
Views: 1,212
Posted By Claude Whitacre
Selling. Why Some People Become Great At Selling, And Most People Never Do.

Yesterday we had four people in the store that I was showing vacuum cleaners. A slow day. One was not really considering buying, just gathering information, and I couldn't move her any closer to...
Forum: Offline Marketing 11th February 2019, 02:18 PM
Replies: 35
Views: 502
Posted By Claude Whitacre
Re: Educating customers by giving them famous books?

Absolutely.

And I've bought college textbooks on marketing, and read..skimmed through them. Nothing at all about how marketing really works...how to really sell.

Dan Kennedy gave a talk and...
Forum: Offline Marketing 19th January 2019, 12:36 PM
Replies: 63
Views: 1,164
Posted By Ron Lafuddy
The Real Gold in this thread

Something that wasn't mentioned earlier is that the single best prospect for a new mattress, is someone that already bought a mattress from you before.

No other list comes close.

A painful...
Forum: Offline Marketing 19th January 2019, 09:27 AM
Replies: 63
Views: 1,164
Posted By Claude Whitacre
Re: Marketing For Mattress Store

We just ask everyone that buys a vacuum cleaner what brought them in. Most people that saw a video say that the first thing, when they come in. It's also the first thing they say when they call.
...
Forum: Offline Marketing 18th January 2019, 06:08 AM
Replies: 63
Views: 1,164
Posted By Jason Kanigan
Re: Marketing For Mattress Store

The subforum had a discussion in 2016:

https://www.warriorforum.com/offline-marketing/1222779-struggling-mattress-store.html

For my part, I'd be looking for triggers to purchases. People have...
Forum: Offline Marketing 5th January 2019, 09:36 AM
Replies: 9
Views: 297
Posted By max5ty
Re: US Demographics

@ewenmack:

Thanks. Interesting.

Do you use Googles new Intent Tool?

Totally agree the cost of ads can be greatly reduced by targeting.

Targeting greatly enhances the sales process...or...
Forum: Copywriting 11th November 2018, 12:04 AM
Replies: 51
Views: 780
Posted By Johnny12345
Re: Advertising determines almost everything in our society

Ewen,

Your post reminded me of the late Corey Rudl. He was, as I'm sure you'll recall, one of the early internet millionaires.

Most marketers create products and then try to sell them. But...
Forum: Copywriting 1st November 2018, 12:28 PM
Replies: 51
Views: 780
Posted By Mark Pescetti
Re: Advertising determines almost everything in our society

I’ve missed you brother. Love the way your mind works.
Forum: Copywriting 30th August 2018, 08:12 AM
Replies: 17
Views: 315
Posted By GordonJ
Maybe those of us raised on SRDS book of lists and have dealt with brokers? Maybe?

Thanks Ewen, I would say FEW. Don't know...but doubtful it would be too many.

I'd like to point out, how, you did this, within my model (not mine, actually it was developed by Ben Suarez) of the...
Forum: Copywriting 29th August 2018, 10:51 PM
Replies: 17
Views: 315
Posted By GordonJ
I've seen about 2 BILLION dollars worth of evidence that says...

Ewen is absolutely correct. In copywriting groups and forums, we tend to elevate the art, craft and skill.

But, it is only ONE part of the equation, and depending on which methods one learns or...
Forum: Offline Marketing 22nd August 2018, 10:23 AM
Replies: 23
Views: 459
Posted By ryanbiddulph
Re: Marketing Failures: 4 clues why it happens and repeats

#1 E; totally loved Auckland. I was there 2 months ago.

#2 E; #1 is THE answer to online marketing failure and hey, life failure. Humans are afraid, predominantly. The fear manifests as...
Forum: Offline Marketing 17th August 2018, 05:20 PM
Replies: 5
Views: 207
Posted By DWolfe
Re: Oh why...

If you view the site in classic forum Learn is the 3rd spot in your black header. Went looking for your post the other night did not see it there. However the section is several pages deep and did...
Forum: Offline Marketing 14th August 2018, 08:43 PM
Replies: 5
Views: 207
Posted By Kay King
Re: Oh why...

There is one post with FIVE links to 'best articles' located in the 'learn' forum....


Could it be the 'favorites' were moved to the 'learn' section? Don't know but it's worth checking. Your...
Forum: Offline Marketing 14th August 2018, 09:52 AM
Replies: 23
Views: 459
Posted By DABK
Re: Marketing Failures: 4 clues why it happens and repeats

To Ewan,


Dan Kennedy somewhere wrote that, at any given time, something like 3% of people you reach are ready to buy (reach via your lists based on well-researched criteria), that a third would...
Forum: Offline Marketing 12th August 2018, 02:12 PM
Replies: 23
Views: 459
Posted By eccj
Re: Marketing Failures: 4 clues why it happens and repeats

What's the impact of cell phone spying going to have on timing?

We all know that our cell phones are listening to what we say and are tracking where we go.

Go into Lowe's and stand by certain...
Forum: Offline Marketing 6th August 2018, 08:55 AM
Replies: 26
Views: 1,359
Posted By helisell
Re: BEST WAY TO GET LOCAL OFFLINE BUSINESSES

This was actually a very insightful post and covered all the things that went through my mind as I considered posting a response to the OP.

This is what happens when the people who know what...
Forum: Offline Marketing 2nd August 2018, 02:15 AM
Replies: 35
Views: 1,255
Posted By animal44
Re: Who here has done the 9x12 post card eddm direct mail advertisements for local businesses?

When do you want a Locksmith?
When you're locked out of your home.
When you've had a burglary.
Would you be able to find a postcard in either case?
So you want to get in before this happens and...
Forum: Offline Marketing 31st July 2018, 06:32 PM
Replies: 13
Views: 249
Posted By TheTwoPointZero
Re: Online Printer for direct mail postcards?

Thank you for your reply. I will try to message him to see if he is still doing this. I will also look into the facebook group you mentioned. Thanks!
Forum: Offline Marketing 30th July 2018, 11:34 PM
Replies: 35
Views: 1,255
Posted By TheTwoPointZero
Re: Who here has done the 9x12 post card eddm direct mail advertisements for local businesses?

Thank you for posting that. It is very helpful to see the layout like that. I bet this size is a lot less expensive than the 9x12 as well. Thanks!
Forum: Offline Marketing 28th July 2018, 01:58 PM
Replies: 11
Views: 364
Posted By DWolfe
Re: Lead Generation - Do websites like Angies List have a big impact on your number of leads?

Look at ewenmack profile and read the threads he has started over the years. He is a big help here. Personally thank the guy if you his methods, he is a great asset on this forum. All you have to do...
Forum: Copywriting 26th July 2018, 03:18 PM
Replies: 10
Views: 239
Posted By OptedIn
Re: Best copywriter alive

Because their not familiar with my work. :-)
Forum: Offline Marketing 25th July 2018, 01:16 AM
Replies: 108
Views: 4,779
Posted By TheTwoPointZero
Re: Getting into Lead Generation

Thank you very much for this. This is very helpful!
Forum: Offline Marketing 13th July 2018, 02:14 AM
Replies: 47
Views: 2,460
Posted By Reddevil007
Re: Finding emails in bulk for free

Stuff by Ewen is always exciting and actionable!

If you could send the complete video as the one you have on does not seem to work.
Forum: Offline Marketing 12th July 2018, 08:42 PM
Replies: 47
Views: 2,460
Posted By kevinenrique
Re: Finding emails in bulk for free

I'll definitely checkout the video. Thank you!
Forum: Offline Marketing 11th July 2018, 04:30 PM
Replies: 29
Views: 2,106
Posted By Peter Lessard
Sell the Offer, NOT the product...

If you handle the marketing for a service provider that sells the same products as everyone else, especially complimentary products, there is a way you can 10x your results.

Focus on selling the...
Forum: Offline Marketing 5th July 2018, 09:11 AM
Replies: 23
Views: 726
Posted By misterme
Re: Oren Klaff On Keeping Your Position When Selling

^^^ True that. I was taught that concept by a nationally known sales trainer brought in to consult a small group of us. The idea is to make the bossy type buyer feel they have the control over all...
Forum: Offline Marketing 4th July 2018, 10:40 AM
Replies: 23
Views: 726
Posted By Claude Whitacre
Re: Oren Klaff On Keeping Your Position When Selling

Ewen:

Agreed (of course). In the beginning it's a lot of questions....
I don't want to describe anything, or talk about services....until I absolutely know whether it will apply to them ...or if...
Forum: Offline Marketing 1st July 2018, 06:35 AM
Replies: 23
Views: 726
Posted By helisell
Re: Oren Klaff On Keeping Your Position When Selling

Nail hitting stuff here.

I've added some of the Oren Klaff principles to my methodology and was kinda pleased to hear that a cold script he created actually bombed.

In the 'real world' where I,...
Forum: Offline Marketing 18th May 2018, 08:31 AM
Replies: 8
Views: 284
Posted By Claude Whitacre
Re: The Buying Process; Directing Choice & Cementing The Sale. Most Sales Are Lost Right Here.

Another key question he asked was "Over the next several years, what rooms are you going to refurnish?".
A harmless sounding question, that now sets the agenda of the entire presentation.
Forum: Offline Marketing 17th May 2018, 03:30 PM
Replies: 8
Views: 284
Posted By Claude Whitacre
Re: The Buying Process; Directing Choice & Cementing The Sale. Most Sales Are Lost Right Here.

I find an excellent question to ask when selling a vacuum cleaner is "How long do you want your next vacuum to last?" You can ask this for nearly any product.

It sets up the idea of paying more...
Forum: Offline Marketing 29th April 2018, 04:23 PM
Replies: 78
Views: 2,558
Posted By Claude Whitacre
Re: Cold Calling...The Truth...Really.

Ewen; I want to have your baby. Bravo, you smart little marketer you.
Forum: Offline Marketing 28th April 2018, 06:55 PM
Replies: 78
Views: 2,558
Posted By savidge4
Re: Cold Calling...The Truth...Really.

More like < drop the mic > Well played sir, well played.
Forum: Offline Marketing 27th April 2018, 07:57 PM
Replies: 14
Views: 426
Posted By grassbusterdesigns
Re: Pressure Washing Door Hanger...... Worthy of 1% Response Rate?

Ewen, sorry for the delayed response as I've been busy! Anyway, I have not figured out the acquisition cost yet as this is my first campaign for this business in particular. However, I will be...
Forum: Offline Marketing 7th April 2018, 03:50 PM
Replies: 7
Views: 733
Posted By Claude Whitacre
How To Give Buyers The Feeling That They Have "Shopped Around" So They Buy Right Now, From You

A few days ago, I was interviewed on a Podcast. Some of the interview covered this material...but I thought about it, and wanted to flesh it out a little. I hope it's useful. I've used everything...
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