MDL2-QA-Call2-Part1of2.pdf

MDL 2.0 Roadmap

Notes

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Live Q&A Call Recording #2 of 5

Audio Transcript Part 1 of 2

Bob: Hi everybody it's Bob Serling. This is call number

2 for Million Dollar Licensing 2.0. A couple of quick things

then we'll get started. The results from people are just kind

of screaming in at a fast rate. I think we have somewhere

between six and eight people that have already landed deals,

so far. Which is fantastic considering this is only the second

week of a five week program.

I'm going to be interviewing a number of those people,

maybe even all of them, and putting those interviews up for

everybody to hear so that it can help you get some ideas for

landing your deal. And I also wanted to remind you that

Glenn Allen is on the line with us today as well. Glenn is.

Glenn: Hi everybody.

Bob: That was Glenn saying hi. As you know, Glenn's

COO of our company and he's been doing a great job of

keeping everybody right on track.

So, today we are going to talk about customer subscriber

activation. Now, you know I'm not really sure how long this

call's going to be. We have 90 minutes set aside. But if

you've gone through the CSA campaign, which I hope you

have by now, you can see that it's actually very easy to use,

very simple, very short. So we'll certainly use the full 90

minutes if we need it. It's possible we may not need to go

that long. But we've got that time booked so we can use it.

I want to do a quick review of just a few points on CSA,

then we'll open it up for questions. So, what I'd like to do is

you can start getting in the queue to ask questions right now

by hitting that one key. And as Stephanie told you, please hit

the one key only once. If you hit it again that takes you out

of the queue. So, here's a quick review then we'll open it up

for questions.

First of all, the reason that customer subscriber activation

is the only campaign you ever want to start your clients with,

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MDL 2.0 Roadmap

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it's because it is flat out the easiest campaign to run, it's the

easiest for them to understand, and it will make your clients

a lot of money. So that combination makes it unbeatable.

The reason the campaign works so well is because what it's

doing is it's activating, reactivating really, the client

company's customers, and their prospects, and anyone who's

on their list.

So, it covers everybody that's on their list. And because

of that, what happens is that you have to understand that

almost every business has what I call marketing tunnel

vision. And what that means is as soon as they've made the

sale to a customer, they're immediately focused on acquiring

more new customers.

So, they don't do very much, if anything at all, to service

their existing customers and prospects. They're constantly

looking to acquire new prospects, new customers, and that's

a massive mistake because the people who are already on

your list, both customers and prospects, first of all have been

educated somewhat to what you sell. And second of all,

they're the easiest people to contact because you have their

contact information. And that makes it very easy to sell to

them, far easier, less time consuming and less expensive.

With that in mind, I want to cover the five steps that are

involved in the CSA letter or e-mail. Now, the document

you have is in e-mail format, I recommend using it in e-mail

if you can, but you can also use it as a physical letter that's

mailed by postal mail. It works perfectly both ways.

There are only five really simple components. They look

simple but there's a lot of psychological triggers built into

those six paragraphs that makes it very effective. We've been

testing versions of this letter and email for well over

probably 20 years now and this is absolutely the best, most

effective version there is.

So there's five steps to it. I'm going to just run through

them real quick, then we'll open it up for questions.

Step 1 in the letter is that your client thanks their

customer or subscriber for their past support. Step 2 is they

remind them of the benefits that they're going to get from the

product or service. This is where so many letters, just typical

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failed letters, like 50% off sales letters, fall flat because they

forget to remind the prospect or the costumer of the benefit

that is embedded in the product or service. They assume that

the customer and prospect knows that. But the truth is,

customers and prospects are bombarded with so much

information every day there's no way they're ever going to

remember the benefits of your products, so it's really critical

that that's in there.

Step 3 is to take responsibility for having neglected the

customer if that's occurred. You want to make it really clear

that if you did something, when I say you, I mean your

client's company. If they did something wrong, which

happens occasionally, it happens with every business. That if

they did anything wrong, that they will do everything to

correct the problem.

And then Step 4 is to offer to make it up to them, or you

offer to recognize them for their support, by making them an

offer that's so compelling that very few people reading it can

pass it up without feeling like they're missing out on

something really great.

The final steps that apply is to add in the components of

both exclusivity and urgency. The more exclusive something

is, the more limited it is, the more apt people are to react

very quickly.

Before Million Dollar Licensing 2.0, I don't know if you

remember but there were a whole sequence of e-mails that

went out and the final e-mail had a topic, the subject line

was something like, I can only do this for 24 hours, which

was talking about sales shutting down in 24 hours, that

urgency of that deadline. We sold more on that day than any

other day and more on that day than probably multiple other

days combined because of that urgency factor. So it's really

important to have that in.

That‟s a quick review. Glenn, do you have anything to

add that people need to know operationally, about the sites,

the material or anything? Before we jump into the questions?

Glenn Allen: I think everyone's getting access to

everything just fine. If they aren't or if you're not able to

locate something, please just shoot an email to

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MDL 2.0 Roadmap

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support@milliondollarlicensing.com and we will get right

back to you.

Bob: Okay. Well with that, let's go to the first question.

Bob: Hi Linda, Welcome.

Linda: I was reading over the presentation. I noticed

there was, I got a little confused between the presentation

that's in the arsenal, right. It seems to address, in the

beginning your addressing existing customers that either

you've upset for a reason I think or their inactive. But in the

original, the first one where we go out to get our first client.

Bob: Right.

Linda: It mentions customers and the prospects so I got

a little confused because we use the same letters.

Bob: Alright. Great question. The arsenal was really

meant for Million Dollar Licensing 1.0, and it was meant

just to give everybody some pre-program information to get

familiar with before Million Dollar Licensing 2.0 kicked in.

But all the materials we're using for this program are those

that you're getting in the five lessons, the five sessions,

there's multiple lessons in each session. So, if there's any

conflict between the materials, and there will be because

MDL 2.0 is actually much easier to use and apply than 1.0

was. So just ignore the stuff on the 1.0 side and focus only

on the materials from 2.0.

Linda: Okay. I was actually looking at a document that

said MDL 2.0, not 1.0. So that's why I was confused. I don't

know anything about one.

Bob: Shouldn't it been?

Glenn: I think that‟s just because of the copyright and

all of that on the Fast Start manual was upgraded to be

included in this program, but I think that's what you're

referring to, correct?

Linda: Yes, and the one that was sent out in the Fast

Start, because I read that over very carefully, and the actual

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