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Len Foster's - 7 principles of relationship marketing - presented at #BforB Burton 17 April 2014
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Contact [email protected] or call 01782 580595
Of Relationship
Marketing
Success Principles
© LenFoster.Com 2014 All rights reserved
“A marketing strategy in which a company seeks to build long-
term relationships with its customers by providing consistent satisfaction”
What is Relationship Marketing?
What is Relationship Marketing?
“Where a relationship is paramount towards a prospects eventual decision to do business with an individual or
group of people”
Typical Examples
• Rotary Clubs• Referral Marketing Groups• Network Marketing Businesses• Slimming Clubs
The Principles#1 - #5
Principle #1 Build Relationships• Relationship Businesses are word of mouth
businesses – always have and always will be.
• Focus on building quality relationships with prospects first – find a need and fill it.
• Solve problems for your prospects and they will be fans for life
Principle #2 People Look For Leaders• Become known as a leader in your field
• Leaders, speak, write and have a voice
• People like to be around leaders
• People look to leaders for a direction to follow
Principle #3 The List is King
• Build a list
• Continually expand your list
• Create a relationship with your list
• Market to and monetise your list
Principle #4 Become A Trusted Source Of Value
• Your income and your success is directly related to the value you give to prospects and customers
• The scale on which you deliver that value can make you very wealthy
• Commit to continual improvement – you can always get better and add more value
Principle #5 Solve Problems
• Relationship marketing is a problem solving business. The most prolific problem solvers are the highest earners
• Find out what your prospects biggest problems are
• Lack of quality leads and lack of cash flow
TAKE ACTIONWhat are YOU going to
do?
Contact [email protected] or call 01782 580595
Principle #7 Stand Out From The Crowd
• Ask questions and ‘LISTEN’ – prescription before diagnosis is malpractice
• Never lead with a business pitch. Lead with a solution to a problem they told you they have
• What’s your biggest challenge in life/business at this time?
• You only have to be a little bit different to be different
The #7 Principles of Direct Relationship Marketing
Principle #6 This is a Business of Exposure
• Expose people to your products/services/business opportunity on a daily basis
• Talk, invite, follow up, close. Wash, rinse, repeat.
• Get into the habit of collecting decisions
• You need more leads than you have time to follow up with