masters course in advertising results

“Years ago, all art students used to spend a portion of their time copying the Old Masters in museums. Through this process they learned technique—what worked and what didn’t—and why more seasoned hands than theirs had done what they did.” Dr. Jeffrey Lant

Masters Course in Advertising Results

Presented by your . . .

Another member benefit

Certified Speaking ProfessionalBest selling author of The Accidental Salesperson

With Chris Lytle

Agenda Work on your business instead of in

your business for 75-minutes Stories, 7 Masters, Examples,

Checklist, Action Steps You will be able to “talk advertising”

instead of rates and ratings with your agency contacts and direct accounts

You will be able to get your customers to help you create more compelling local advertising

You will get more repeat business and referrals

ProcessPayoff

Purpose

The Three “Secrets” of SuccessYou’ve got to know what you’re doing.

You’ve got to KNOW YOU KNOW what you’re doing.

You’ve got to be KNOWN for WHAT you KNOW

Poll Do you have a BA

or higher degree in advertising and or marketing?

Claude Hopkins

“There is that technique in all art, science and mechanics. And it is in all lines a basic essential. This is for groundwork only. To properly understand advertising or to learn even its rudiments, one must start with the proper conception. Advertising is multiplied salesmanship. It’s principles are the principles of salesmanship. Success and failure in both lines are due to like causes. Thus, every advertising question should be answered by the salesman’s standards.”

David Ogilvy

David Ogilvy

David Ogilvy

“Avoid superlatives and platitudes. Be enthusiastic, friendly and memorable. Don’t be a bore. Tell the truth, but make the truth fascinating.”

Bernice Fitz-Gibbon

“Creativity often consists of merely turning up what is already there. Did you know that right and left shoes were thought up only a little more than a century ago?”

“Advertising is a craft, not an art.”

Rosser Reeves

“Every advertiser needs to have a unique selling proposition to set the company or the product apart from other companies or other products.”

Fairfax Cone

“Advertising is what you do when you can’t go to see somebody. That’s all it is.”

Jack Trout and Al Ries

“In short, marketing is war, where the enemy is your competitor and the ground to be won is the customer.”

Alvin Eicoff

State the problem.

Explain the solution.

Demonstrate how your product or service best provides the solution.

Truth is better than creativity

The Ice Storm Sale

The Ice Storm Sale

Truth is better than creativity.

Truth is better than creativity

The Ice Storm Sale

Elements of a Successful Ad

Take Action

At the end of this Webinar, grade at least five commercials that are currently on the air and see how many points they score.

1. Make and offer to sell something 25 points

2. Price your offer 253. Ask for a specific action 20 4. Add urgency with time or 15

quantity limits5. Develop a theme or hook

15______ 100

points

Local Advertising Mistake #1

Running advertising that scores below 70 points

These commercial don’t provide information for your audience to act upon

They limit the RESULTS your advertisers can expect

Tell Me a Story

Clichés Weaken Copy A cliché is a

saying, expression, idea, or element of an artistic work which has been overused to the point of losing its original meaning or effect

Local Advertising Mistake #2 Running

commercials that contain more than 10% cliché

Just take your clients money and burn it

Clichés Weaken Copy Conveniently located Now that spring is in the air Every day low, low prices All the names you know and love Don’t miss out Factory trained technicians Stretch your budget with values

like For all your __________ needs Friendly trained qualified

personnel The next time you’re in the mood

for We service what we sell All the names you know and love

Elements of a Successful Ad

Take Action

At the end of this Webinar, grade at least five commercials that are currently on the air and see how many points they score.

1. Make and offer to sell something 25 points

2. Price your offer 253. Ask for a specific action 20 4. Add urgency 15 5. Develop a theme or hook

15______ 100

points

Why Advertise Checklist Sell products today Build store traffic Build/Enhance Image Educate consumers Generate new customers Expand demographics Use co-op dollars Advertise location(s) Build brand awareness Support sales objectives Start people talking Other __________________

Sell service(s) today Meet the competition Create a new position Promote new merchandise Turn old inventory Reinforce market position Increase name awareness Promote new store opening Promote regular price

merchandise Build employee morale

Knowing Isn’t Doing

ReactionsLearning

TransferResults

ROI

Sales Training That Doesn’t Change Behavior . . .. . . is as useless as a parachute that opens on the first bounce.

Poll Do you have one

or two specific things to DO as a result of attending this Webinar?

Thank You Chris Lytle chris.lytle@sparque.bi

z 312-226-9920 x202