Twister Marketing
By Marlon Sanders

Discover the little-understood secrets of
sucking up cash with a vengeance!

Overview of Twister Marketing

What I want to do is take you through a birds-eye overview of the Twister Marketing Process so you understand the big picture. I don’t know about you but I learn by having the big picture in mind. I’ll never forget an experience I had in college after I finished my masters degree in college.

I decided to go into the MBA program. My first semester I took accounting 101. Next to me sat this girl who was a freshman in college. She did circles around me. It was very weird. You just hopped right into doing debits and credits and all that jazz without having any understanding whatsoever of what you were doing or where it fit into the big picture.

Well, I don’t want to do that to you. So the very first thing is to give you a sense of what Twister Marketing is about.

Step one is to target your market.

The first thing you have to do in Twister marketing is aim your twister at something. Yes, you can keep throwing marketing out there and hope that some of it sticks. But you’ll waste more time and money than you probably have.

Who you choose to sell to, how you approach them and what you offer is about 80% of success in business. Yet most people totally overlook this step. So it’s very important. I’m going to give you simple, almost no-brainer ways to choose a target market that is almost a lead pipe cinch to work. Of audio seminar, there are no guarantees in life. But my methods are about as close as you get to it in marketing. You’ll learn about the value of your natural market and how to tap into existing markets. You’ll learn how to plop your business in the middle of something greater than you are so it sweeps you on to success.

Step Two is to understand the hot buttons of your market and let your market tell you what products it wants to buy.

It’s kind of like push button selling. You have to know what buttons to push to get the results you want. That’s one way to look at it. Another way to see it is that you have to sell people the way they want to be sold. People have a certain way they see the world. Instead of trying to push your version of the world over on them, you have to step into the way they see the world and talk to them about the world they live in.

The other thing is, you make a mistake if you spend a ton of money on a product and hope that people want to buy it. What you have to do is sell people what they want to buy. Then selling and making money is easy. The trick is, how do you do that without spending a zillion dollars on product research. I’ll give you tips and tools in step two.

Step Three is how to position your company.

Once you understand what people want, you have to position your company relative to those desires and the competition. If you’re smart about how you do step three, you can avoid or minimize a lot of the headaches of competition. I’ll show you why selling your product cheaper may not be the best thing to do. It may actually decrease both your sales and profits. Sometimes the smart thing to do is to be the most expensive in the marketplace. But the most important thing is I’m going to show you the one place to think seriously about before you go there....because if you do, it very well could be the kiss of death to your business in the next 10 to 20 years.

Step four is to create or acquire products and to zero in on the forms in which you want to deliver your products.

You may or may not already have products. If you do, this section may give you ideas on how to expand or come up with others, without spending a lot of time or cash, something we’re all interested in.

If you don’t have any products, I’ll give you my most sage advice on finding or creating your own products...and I’ll show you how to avoid common beginners mistakes that cause them to fail before they can really get started. I’ll also talk about what forms to produce your products in. How do you choose among the options.

Step five is to establish the USP of the products you’re going to sell.

It’s important that you distinguish or set apart what you sell from what others sell. And you have to do it in a way that it isn’t talking about your product but about how your product better fits the needs and wants of the customer.

Step seven is where the first five steps pay off. I’ll talk to you about tested, proven ways to generate leads predictably and consistently, so you can even out the ups and down in your business. I’ll help you make speedy progress by talking about which methods to use when.

In Step eight I’ll talk to you about how to build your introductory twister offer to suck as many prospects as possible into your marketing funnel.

In Step nine, I’ll show you how to convert those prospects to sales. I’ll talk about downsells, upsells, and an assortment of lead conversion techniques.

In step 10 I’ll talk about how to stick the sale so you maximize customer loyalty and extend the lifetime value of a customer.

Then step eleven gives you processes for funnelizing56 those new customers into a gold mine by selling them over and over again.

Finally, step 12 tells you how to troubleshoot your twister if something goes haywire along the way.

Why I’m creating this product

In this program, you’re going to learn how to set up a powerful system that puts the money sucking power of a full-blown twister to work in your business. – morally legally and ethically.

People often ask me how I got started in this business or how long I’ve been doing it. I want to tell you my story so you’ll understand where I’m coming from in teaching you this information.

My usual response to this question is that I was a very strange kid. When everyone else was collecting G.I. Joes and dump trucks, I was saving junk mail. I used to pull it out and read it over months later. My parents thought, where have we gone wrong with our son!

Actually, I didn’t start avidly collecting junk mail until I was 15 or 16. Something like that. But I was fascinated with sales from the time I was very young. I’ll never forget in band (I played the clarinet) when they had the magazine sales fundraising drive. I walked miles and miles trying to sell magazines so I could win the spinning light ball that put colors all over your room. Not only did I NOT win the light ball, but also I think I only managed to sell one or two subscriptions. OUCH! That really hurt.

So I wasn’t a born salesperson. But I did have some marketing instincts. I wrote my first classified ad in the 7th grade for my magic birthday party business. My phone rang off the hook.

So I was fascinated by the psychology of selling. I used to love to go to the fair and listen to the pitchmen selling the knives and blenders and all that.

Then when I was in college, I studied direct response marketing voraciously. If you aren’t familiar with the term direct response, it means that you market directly to the consumer. And you seek a specific response vs. just creating an image of your company or good feeling about your product.

I developed my own ads and experimented a lot. When I graduated from college with a master’s degree in psychology, the oil market had just crashed. That was in 1982. The only jobs I could get were in 100% commission selling. Boy, now there was an education.

Later I sold timeshare, and worked at telemarketing jobs while writing freelance. I learned a lot about companies that don’t think about what they do. They’re clueless about timeless marketing principles that have been working for the last 100 years. But I did get to be a real expert at telemarketing. I could walk into a phone room and be one of the top people, if not the top. And I still didn’t understand the most basic, fundamental principles of sales and marketing. But then again, neither did the companies.

But I guess the low point of my life was when I sold insurance. I put 30,000 miles on my car and in 6 months I only sold one insurance policy. I had one of those automatic telemarketing computers going that would call you at home and it still didn’t do any good. The psychic pain for me was excruciating. I had no clue what a target market was, how to generate qualified leads using advertising and direct mail, how to find out what people wanted to buy or just about anything else. But sometimes before you learn what you need to know, you have to learn what it is that you don’t know. I didn’t know much and proved it to myself.

These experiences caused me a lot of pain because I had a huge desire to succeed in marketing. So the pain of not excelling motivated and drove me to study advertising, marketing and direct mail with even more intensity. It has been a long time between now and then. And fortunately now things are a much, much brighter picture.

Today I have a voluminous personal library and own probably $50,000 worth of books, audio seminars and information on marketing. One thing that worked to my advantage is that I have extremely high verbal skills. I scored in the top 5% or 10% of my master’s class in verbal abilities. I can read books like they’re candy. Because of this ability, I’ve been called a walking marketing encyclopedia.

During my research, I discovered certain key steps, systems, methods, tactics, strategies and variables that make all the difference in the world in sales and marketing. They mean the difference between poverty, pain and being broke and creating millions and even billions in sales. These strategies serve me quite well. As of recording this tape, I have spoken at I guess over 80 $3,000 one-day seminars. I haven’t counted exactly but I’m sure the number is close to that or even more. I’ve had the chance to speak in New York, Seattle, St. Louis, Philadelphia, Hawaii, Portland, Chicago, Nashville, Cincinnati and other major cities.

I’ve been paid $750 a page to write sales letters. And now I’m in the process of going to a percent of sales in addition to base fees. My ads, materials, strategies and letters have helped create millions in sales. I’ve received as high as a 30% response on a $600 product, which is exceptional considering that the industry average is probably 2%.

I have published online and offline marketing newsletters to teach a maverick marketing mindset. I’ve written for people from the ultra rich to the world famous corporation, and the industry leader as well as the home-based business. Other people who are in their own right considered marketing gurus call me for help solving their marketing problems or for ideas and brainstorming.

I say these things not to brag but to underscore in your mind the power of what you’ll be learning and the tremendous effect it can have on your business.

And to point out that the advantage I have in teaching you the secrets of Twister Marketing is that unlike others, I wasn’t a “natural.” I had to learn this stuff the hard way. It’s funny because the most successful marketers and salespeople aren’t the best teachers. Many of them do what they do intuitively and don’t have the slightest clue how to teach it to others. But when you’ve had to learn stuff as I have as a result of a lifelong pursuit, it makes a difference.

Psychologists use the words conscious and unconscious competence.

The process I’m going to teach you is called Twister Marketing. I call it that because of the funnel shape of a Twister. It symbolizes extracting increasingly larger amounts of money from people’s pockets and doing so in dramatic fashion.

Here’s the way I described it in the opening of one of my newsletters:

July 9, 1996
Tuesday 10:37 a.m.
Dallas, Texas

Dear Subscriber,

I was stunned!

Out the window of my plane parked on the runway at DFW Airport, I spotted a breathtaking scene only 2 blocks away.

. . . A real, live TWISTER swirling madly, sucking up dirt and debris like a giant vacuum cleaner in the sky. I could see it with eerie clarity.

There . . . right there . . . before my eyes, I got to see it all. It’s almost embarrassing because I can’t find words to describe it. But I think if you go see the movie Twister, you’ll get a feel for I saw live, in person – only weeks ago on my way to speak at a seminar in Portland, Oregon.

I sat watching it glide quickly across the ground, picking up steam as it moved along...flexing its mighty muscles in defiance of everything in its path. And within 5 minutes, it dissipated back into nothingness. But for a few brief and shining moments, this twister had its day of glory and held the entire DFW Airport hostage!

Within hours after that drama, I stood before a room packed with people to talk about marketing on the Internet...people who wanted to know how to suck up money with the same awesome power as that twister!

This audio seminar will teach you how to stir up your own Marketing Twister – anywhere, anytime! For example, earlier this year, a client of mine mailed only 2,000 copies of a letter I wrote and brought in a staggering $135,000! That’s the equivalent of a giant-sized MARKETING TWISTER!

Now let me say this. When I talk about sucking money of people’s pockets, that analogy is only half way appropriate. What I mean by that is, it sounds like you’re getting money from people against their will and nothing could be further from the truth. Twister Marketing is about creating so much value for your customers that they can’t help but give you money. And for every dollar they give you, they get many times more in return.

Everything you’re going to learn is 100% honest, moral, legal and ethical. More than that, it’s arguably humanitarian because you perform a great service for people. Perhaps a better way to think of it is that you’re putting together your business in a way that provides maximum value to your customer and maximum profits for you. Of audio seminar, I don’t put that in my title because it isn’t as dramatic as Twister Marketing!

What you’re listening to is the basic audio seminar in Twister Marketing. I have an advanced audio seminar for those who are experienced marketers or who want to learn advanced strategies. That doesn’t mean you won’t get anything out of this if you’re an experienced marketer. But it does mean that I’m presenting a streamlined version without going into some of the nuances I do in the advanced audio seminar.

The Twister Marketing process works for every type of business. You can use these things if you’re a retailer, wholesaler, salesperson, seminar company, mail-order company, professional such as a dentist or chiropractor, or you’re in a service business like massage or TV Repair. My angle and slant is going to be that of an entrepreneur. In other words, you want to start your own business or you want to greatly increase the sales of the business you have.

It bothers me when I see people starting new businesses and I know they don’t have a prayer of succeeding because they don’t understand the Twister Marketing principles. It motivates me when I see good, honest, hard working business people making far less money than they could in their businesses because they don’t know this information. But by the time you’re finished with this audio seminar, you’re going to be in a much different position. Because you’re going to have the knowledge it takes to put a Twister in your marketing.

· Here are some of the things you’re going to learn in this program:

· How to know in advance what people want to buy, so you don’t sink a fortune into creating a product no one wants.

· How to potentially get 500, 1000 and more referrals at a time.

· How a little short guy terrified of selling started a business at home from scratch and made $78 million.

· How to become a turbo-networker without leaving home and make more contacts in a day than most people do in a year – and you won’t run up your phone bill either.

· Why trying to create your own market for your product or service is a huge mistake

· How to put all the probabilities of success in your favor.

· How to use the “what’s the next logical step” method to develop a product

· How to position your company so you avoid or totally minimize competition

· Almost foolproof ways to generate new prospective customers for your business – even if you’re on a shoestring budget or don’t have much time for marketing.

· How to generate prospects in as fast as 24 hours

· "The Secret Of Becoming A Super Marketer Even If You're Shy, Timid -- And Can't Sell Your Way Out Of A Wet Paper Bag!"

· How to increase the ratio of new prospects you turn into sales by as much as 80%.

· How to develop an irresistible suction power in your marketing funnel.

· How to funnelize your business so you make many times more money with less effort.

· Why Johnny can’t sell. · How to develop your own products quickly and inexpensively

· How to create the one kind of product that’s in big demand right now...and how to use it to increase your sales if you already have products you’re selling.

· How to use the dollars for dimes method of converting your leads to sales

· What you really need to know to market on the Internet

· Secrets of outselling the born salesperson

· How to never make cold calls again and virtually eliminate rejection in selling.

· The biggest secret of persuasion almost no one understands

· How to get people to come to you and how this will dramatically increase your success ratio.

· Facts about two-step advertising....and how you can use it to suck more customers into your funnel inexpensively.

· And much, much more.

Twister Marketing can solve many problems for you. For example:

· Have you started a business but you can’t seem to sell anyone and you aren’t sure why?

· Do you have a business but your profits seem to be just enough to get by?

· Have you sent out direct mail that flopped but you don’t know what to do next?

· Do you have a moneymaking idea but your aren’t sure how to cash in on it?

· Do you have hi turnover of salespeople and you just can’t seem to hire anyone who sticks?

· Do you hate making cold calls and getting rejected but you don’t know how to do it differently?

· Does your business have a big ebb and flow, lots of ups and downs because you spend part of your time generating leads and then part of your time selling. But when you’re selling, you aren’t generating leads, so then you have a sales slump?

· Do your best customers come from referrals? But you just can’t seem to as many referrals as you’d like....maybe you’re getting too few too late.

· Have competitors been inching in on your territory and you don’t know what to do about it?

· Do you find that you’re able to get leads for your product or service but you just can’t seem to sell many of them?

· Do you want to create a steady, automatic, consistent flow of leads.

· Are you frustrated by low profits?

· Do you have a talent for public speaking....but you just can’t seem to turn it into cash in your pocket?

· Do you want to grow your business but feel lost or confused because you don’t have a systematic plan or approach to doing it that makes sense and that you feel comfortable with?

· Do you see people making millions of dollars and wonder how and why they’re doing it?

If you answered yes to any of these questions, then Twister Marketing is for you. Welcome aboard!

One of my clients, Walter Hailey, has this saying, "The purpose of education is not knowledge but action." To help you act on what you learn in this audio seminar, I’ve designed a workbook for you. As you go along, I encourage you to fill out each section. If you wait until you’ve finished the entire audio seminar to begin the workbook, you may never do it because the ideas aren’t fresh in your mind anymore. So I’m going to advocate that you fill out the workbook exercises as we go along. Then when you’re through the audio seminar, you’ll have a whole new marketing plan ready to go.