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Jay Abraham - Strategy Case Studies PDF
Jay Abraham - Strategy Case Studies PDF
Confidential Casebook
By Jay Abraham
Jay Abraham
Dear Strategy Setting Super Summit Participant:
As you may know, I place an extraordinary emphasis on the assimilation and use of case
studies in your business.
Why?
Because I believe the best way to teach, and the best way to learn is by example. And
relevant models are the fastest way for you to achieve the results you want in business,
and real life role models, case studies, examples, and success stories seem to me the most
effective and useful way to get my points regarding marketing strategy across as well.
Trust me, I have read very esoteric, very academic, very high brow, and very dense books
on the creation of strategy in marketing and business. I have read literally hundreds of
books on the subject. At times, I would given anything for one clear, succinct, and
concise example Some tidbit of a real life implementation.
Alas, it is rare that great strategists make great writers or even good teachers.
But my experience does drive home my point: Case studies really work.
The following case studies are from my files, as well as from todays business news. The
examples are very clear and applicable. I have tried to make them even more clear and
sinewy by listing just the facts and specifics related to each strategy. At the event,
(unless I come up with a better idea,) Ill be walking you through these, as well as others
which I have uncovered--- Dissecting them and discussing their relevance to your
business.
Hint: The best way to use these case studies is to look at what you can adapt or
adopt for use in your business. Yes, I know the businesses are dissimilar to yours. But
that makes them even more powerful from a competitive standpoint.
Let me explain:
It is a fact: Most people and companies in your industry market the same way. Based
upon my experience in over 400 different industries, I have found that you can engineer
an enormous competitive advantage--- if you try something which your competitors dont
do. It gives you a preemptive advantage, differentiates your business and gives you a
posture of being an innovator or leader.
Jay L. Abraham
PS: Dont stop here. Every day, EVERY business magazine and newspaper gives you
hundreds of examples and scenarios which you could experiment, try or test in your
business. The strategy of modeling is one of the best ways to leap ahead of the
competition.
PPS: The question you must ask constantly yourself is:
How can I apply this case study to my business today?
Only by answering this question, and then applying what youve learned will give the
results you desire and serve. The best part is that the risk of failure is dramatically
reduced.
50 Case Studies On
Developing Marketing Strategy
Result: The lumber mill made hundreds of thousands of dollars that they would have not
normally had---from selling the training.
Tactics: While they were waiting to see their tax prep preparer, the receptionist would
tell them about the service.
Tools: Sales script and an enrollment form for the receptionist who got a $10 bonus for
each person who enrolled.
Result: The bottom line profits went up over $20,000 per year for very little additional
work.
Solution: Psychiatrist would waive the first meeting fees completely as a test, and if the
client signed up as a patient, fees were introduced immediately afterward.
Tactics: 1) Referrals. 2) Educate the prospect.
Tool: Ads & scripts.
Result: Psychiatrist grew her practice to $1,200,000/year.
Tools: Letters.
Results: Another profit center which required little work, expense or risk.
Benefit: Admiration of their yard and trees by their friends, neighbors and visitors.
Tactics: Face to face or telephone calls.
Tools: Sales script.
Result: He had a rock solid business that he later sold for seven figures.
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Tools: Scripted presentations, white papers sales scripts and sales letters.
Result: The company quickly became a regional player and then national, buying other
localized companies along the way.
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Tactics: Ads offering pizza hot, tasty and delivered to your door within 1/2 hour or its
free.
Tools: Newspaper ads, yellow page ads.
Result: Worlds largest pizza delivery chain.
Case #23: Business Center
Problem: Business Center providing short-term offices with full administrative support
services had discovered a marketing system which allowed them to increase their
occupancy from the normal 65% to 80% occupancy. (This more than doubled their
profits). They wanted to expand.
Marketing Strategy: Buy other business centers at full price.
Solution: Many of the other business center owners gladly sold because it is normally
very hard to sell at full price.
Tactics: Send letter to all of the other business centers offering to buy at full price.
Tool: Letter.
Result: Went from a $7 million to over $18 million in revenue in one year. Profits were
also greatly increased.
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