Online Marketing Fundamentals

INSTALEAD GENERATION SYSTEM
Welcome To The Workshop!
INTRODUCTION
PART - 1
Joseph Abara
Digital Marketing Consultant
www.LOCALCLIENTATTRACTION.com

TRAINING OBJECTIVES
Provide you with relevant information that you

must have if you’re considering doing business
online, so you can be an informed consumer and
buyer of online marketing training, services and
apps.
Joseph Abara
PART - 1
Key Questions
Joseph Abara

Do You Have Clarity?
Who is your specific target market
What do you really sell
What pain would they have to put up with if they
don’t have your solution
How will their life be better with your solution
What is your proven sales process
How will your services be delivered
What is your USP & USM
Joseph Abara

Do You the Undeniable Proofs?
Testimonials from happy clients
Reviews from previous clients
Personal Proof of Results
Proof of results for customers
Joseph Abara

Do You the Budget?
Time for Planning
Time for Implementation
Time for Optimization
Time for Scaling
Funds for Copy
Funds for Traffic Ads
Funds for Tech Setup of Systems
Funds for Tools / SAAS apps
Joseph Abara

Do You Have a Team?
Copy for posts, blogs, ads, webinars etc.
Creatives & videos (social pages, ads etc)
Ads (FB, Insta, Google, YT etc)
Lead Generation System (design lead magnets,
optin pages, lead magnet delivery automation
etc)
The trust implantation (email automation)
DRM site, Funnels, Landing pages & Workflows
Joseph Abara
PART - 2
The Big Picture
Joseph Abara
PROVEN SYSTEM
That still Works in 2020
FREE
DIRECT & LAZER YOUR VALUE
RESPONSE TARGETED IRRESISTIBLE NEW MAXIMIZER FOLLOW-UP &
ADVERT LEAD CORE CLIENT (UPSELL) REMARKET
MAGNET OR OFFER
TRIPWIRE
Joseph Abara

EXAMPLE ONE: BUSINESS CONSULTANT
Who I Want to Serve

Already Existing Business Owner
At least 2 Years in Business
Exceptional at delivery value to customers with
already existing raving clients / customers
Generates a minimum net profit of N500k
Hungry to Scale his / her Business
Joseph Abara

EXAMPLE ONE
Who I Want to Serve

Fast Action Taker
Already investing in the business books & self
development programs / courses
Makes the time to Work on their Business
Always seeking to improve & innovate their
business
Joseph Abara

QUESTION?
Where will you find these type people?

That meet your dream customer Criteria?
Joseph Abara

POSSIBLE OFFLINE
AUDIENCE
HANGOUT
Business Owner with 2 Business Premises, Churches, Hotel Lobby, Hotel
years experience Premises, Business Dinners & Luncheons
Does 500k profit monthly High-end Hotel, Expensive Business Premise, High-
End Restaurants (in hotels or outside)
Hungry to Scale his/her Using expensive advertising - Newspapers,
business even more Billboards, Radio, TV, Business Exhibitions
Already investing in Business Book Shops, Book stands
Business Growth Books
Offers Extra Ordinary Grab company information from Brochures with
Service / Value powerful testimonials
Joseph Abara

EXAMPLE TWO: NEW BABY PHOTOGRAPHY STUDIO
Who I Want to Serve

Nursing Mothers
New Fathers and mums
Expecting Mothers (pregnant women)
Well to do house-hold
Earning at least N2.5m a year
New or Existing Marriages
Joseph Abara

POSSIBLE OFFLINE
AUDIENCE
HANGOUT
Expecting Mothers Hospital Ante-Natal Sessions, baby clothing stores,
Pregnancy Clothing Shops and Stores
New Mothers and Fathers Delivery Wards in Public Hospitals
Well to do Households Top Notch Private Hospitals & Health Centers, top
notch Baby Clothing Stores and Shops
Joseph Abara

EXAMPLE THREE: Birthday Cakes for 18 Year Old Girls
Who I Want to Serve

18 Year old Girls
Also 18 Year told Guys
Attend top Notch Schools
Live in Top Notch Neighborhoods
Joseph Abara
START HERE. CHOOSE PROBLEM / AUDIENCE

AUDIENCE PROBLEM
Service based business Who are stuck with struggling to grow their business
owners
Online store owners With poor product animations or commercials
Coaches & consultants with Who can’t seem to find buyers or a consistent flow
expensive services of buyers
50-Year-old CEOs Who want a cake flavored in a way they’ve never
had. Something most their guests have never tasted
before.
New Fathers & Moms Not able to capture that early arrival of their
newborns in a professional way
Joseph Abara
NICHE/PROBLEM TARGET/AUDIENCE
OFFER A SPECIALIZED SERVE A SPECIALIZED
SERVICE MARKET
Growth coaching for Service Based Businesses
Product Animation For Online Stores
Customer Acquisition Coaching For Coaches & Consultants
Online Ominipresence Marketing For Bakeries
Automation
Chocolate Cakes For 18 Birthday Celebrations
th
Luxury Cakes For 50 Birthday Celebrations

th
Still Photo Memories For Babies under 0 – 2 years

Joseph Abara
OFFER A SPECIALIZED Welcome To The Workshop!

SERVE A SPECIALIZED
SERVICE MARKET
Hair Styling & Saloon For Pregnant & Nursing Mothers
Hair Saloon for Boys from 2 – 10 Years
Fuel Pump Repair & Maintenance For BMWs, Toyota & Honda (with
Model above 2010)
Car Panel Beating Toyotas above 2009 Model
Home Massage Services For Busy CEOs & Execs
First Time Home Cleaning for Just Relocated Families
Away from home Experience For newly weds & families
Joseph Abara

LET’S DRILL THIS DOWN EVEN FURTHER
Specialty / Niche Audience / Target Why
We fix Fuel Pump issues for Business Executives with The higher the vehicle year,
busy executives who value Vehicles from 2013 and above the more likely it is that the
their time above money owner can afford our
services.
We offer free pickup and We take vehicles less than People with money value
drop-off services plus 2007 - 2013 if they are time more than money, so I
unmatched customer service brought in by an already can save them time in
and speed of delivery. existing customer. exchange for premium fees!
Joseph Abara

LET’S DRILL THIS DOWN EVEN FURTHER
Specialty / Niche Audience / Target Why
We fix all issues related to We only service Toyotas, Existing customers who pay already
unhealthy Fuel Mercedez, Hyundai, pay us a premium can bring in other
consumption, pump Lexus and Chevrolets cars or friends, because it’s highly
performance & fuel likely that they too can afford us, just
transmission. like their friends
We offer maintenance on Our clients can refer The car market is fairly large & ever
the backend. their buddies. increasing.
Joseph Abara

KEY PHRASE
People will Buy from You When they feel

understood, not just when they understand you.
Always Keep this in Mind
Joseph Abara
REMEMBER WE WANT TO Welcome To The Workshop!

CHOOSE A TARGET AUDIENCE
THAT
WILL ULTIMATELY BE
PROFITABLE
ARE HIGH VALUE
ARE ACCESSIBLE
ARE HUNGRY FOR YOUR
SOLUTION
Joseph Abara

PROFITABLE TARGET MARKET
can infuse money into your small service business.
the average fee you can charge for your services in this
niche shouldn’t be too thin.
if you are a cake baker. You can choose to bake birthday
cakes for only Teenagers turning 18, babies turning 1
year and CEOs turning 50.
Someone turns 1, 18 and 50 years every day
Joseph Abara

PROFITABLE TARGET MARKET
This doesn’t mean that you won’t take orders that don’t relate
to this niche, rather, this is what all your marketing will be
based on until you dominate the market.
The goal is to bring people into your business through this
niche.
When they come in, you then upsell them on the backend. This
means we will get clients, manage them and keep multiplying
Them using referrals.
Joseph Abara

HIGH VALUE
This means the customers in this niche must have money
to pay you.
Now you can qualify your clients a bit further.
Example...We said CEOs who just turned 50.
The likelihood of a business CEO having money to
afford your services is higher than just the average man
out there.
Joseph Abara

HIGH VALUE
At 50 they are more willing to spend on themselves or
may have children or partners who are willing to spend
on them.
Joseph Abara

ACCESSIBLE
Question: where can You find them to market to them
For direct response advertising to be cheap you need a
niche you can easily get in front of.
There has to be an easy way show your ads to them that
doesn’t eat up all your profits.
For example for the cake maker for 1 Year old parties,
can easily give your flyers expecting mothers or mothers
who just put to birth in the hospital.
Joseph Abara

ACCESSIBLE
The CEOs could be reached by putting a signages in

neighborhoods where they live, shop & work.
Put lead brochures or FREE books in First Class Corner
of Airlines
Put Newsletters & books in Luxury Rooms of really
expensive hotels
Putting Pullout sheets in the menu of Luxury Restaurants
in hotels etc.
Joseph Abara

HUNGRY & PRE-INTERESTED PROSPECTS
This means there must be a demand.

That market needs to be in SEARCH of your service,
even though they may not know it yet.
If someone is thinking of celebrating their kid’s first
birthday, they are more likely to buy your cake than
someone who isn’t even married.
Therefore, if this business is marketing your cake
services to everyone you are simply wasting money.
Joseph Abara

HUNGRY & PRE-INTERESTED PROSPECTS
However, if someone indicates interest in the lead
magnet and enters your list, and you stay in their face,
you’ll more likely make the sale, when they are ready to
buy.
So, by Niching down you select people who are more
likely to buy because they have the need or will soon
have the need.
You want to give people want they already want and not
try to give them they want you think they want.
Joseph Abara

COMPETITIVE
Competition is a good sign that people are buying a
service in a particular market.
And the more the competition gets tougher the better it is
for those who have mastered the art of not selling based
on price but on value.
And you don’t beat competition by reducing price, but by
choosing a target audience and giving more value than
anyone else on that market.
Joseph Abara

COMPETITIVE
Also you can niche down and provide a specialized
service, as we already saw earlier.
So for example the cake maker can decide to make only
special flavor of cake and specialize in just that.
That way when customers want the best of that flavour
they go to the best person for that particular flavour
which is you.
Joseph Abara

IN CONCLUSION
Having a specialized service, that you offer that the highest

level possible for a specialized audience that can afford your
premium rates is the only way to leave your competition in the
dust scraping for pennies, while you keep growing in leaps and
bounds.
Joseph Abara

IN CONCLUSION
Don’t try to be everything to everybody

Don’t try to solve all your customer problems,
specialize in solving one and be the best in solving
that one problem.
Choose a specialized target audience.
Go for the Cream La Cream.
Without Profits you can’t grow your business or pay
yourself well.
Joseph Abara

IN CONCLUSION
Drop the assumption that everybody wants cheaper

service agents.
Some people can never buy cheap products.
Certain people won’t buy anything if it’s cheap. That’s
who you want to serve.
Don’t try to sell premium services to broke people,
you’ll get frustrated and go broke.
Joseph Abara

ASSIGNMENT
Select 1 -3 High Quality Target Groups that You feel you

understand and can messaging that will resonate with their
pains, fears, passions, desires, goals, aspirations and really
get them to feel that…
YOU UNDERSTAND THEM WELL.
Joseph Abara
Get it Done!
Joseph Abara

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INSTALEAD GENERATION SYSTEM

Welcome To The Workshop!

Welcome To The Workshop!

Provide you with relevant information that you

Welcome To The Workshop!

Welcome To The Workshop!

Welcome To The Workshop!

Welcome To The Workshop!

Welcome To The Workshop!

Welcome To The Workshop!

The Big Picture

Welcome To The Workshop!

Who I Want to Serve

Welcome To The Workshop!

Who I Want to Serve

Welcome To The Workshop!

Where will you find these type people?

Welcome To The Workshop!

Welcome To The Workshop!

Who I Want to Serve

Welcome To The Workshop!

Welcome To The Workshop!

Who I Want to Serve

START HERE. CHOOSE PROBLEM / AUDIENCE

Luxury Cakes For 50 Birthday Celebrations

Still Photo Memories For Babies under 0 – 2 years

OFFER A SPECIALIZED Welcome To The Workshop!

Welcome To The Workshop!

Welcome To The Workshop!

Welcome To The Workshop!

People will Buy from You When they feel

Always Keep this in Mind

REMEMBER WE WANT TO Welcome To The Workshop!

Welcome To The Workshop!

Welcome To The Workshop!

Welcome To The Workshop!

Welcome To The Workshop!

Welcome To The Workshop!

Welcome To The Workshop!

The CEOs could be reached by putting a signages in

Welcome To The Workshop!

This means there must be a demand.

Welcome To The Workshop!

Welcome To The Workshop!

Welcome To The Workshop!

Welcome To The Workshop!

Having a specialized service, that you offer that the highest

Welcome To The Workshop!

Don’t try to be everything to everybody

Welcome To The Workshop!

Drop the assumption that everybody wants cheaper

Welcome To The Workshop!

Select 1 -3 High Quality Target Groups that You feel you

YOU UNDERSTAND THEM WELL.

Welcome To The Workshop!

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