1. Jump to first page How you can uncover $10,000-$1,000,000 or more in new found sales from your business in the next 60-90 days! Marketing and Selling 1

2. Jump to first page Small business administration study n 60% of all new businesses fail within the first six years of operation. n Dun and Bradstreet estimates 82% will go under by their 10th anniversary. 2

3. Jump to first page Two reasons why businesses fail n Failure to understand the market for the business’s product or service. “One of the biggest problems with small-business owners is that they have a great idea about going into business, but they don’t have a clue about the amount of work it will take to get their product or service to their clients.” Moe Mowry - Business Development Officer Small Business Administration 3

4. Jump to first page Two reasons why businesses fail n Failure to understand the market for the business’s product or service. “One of the biggest problems with small-business owners is that they have a great idea about going into business, but they don’t have a clue about the amount of work it will take to get their product or service to their clients.” Moe Mowry - Business Development Officer Small Business Administration n Inadequate capitalization 3

5. Jump to first page How should your marketing and selling be different today? n Asset marketing Discovering hidden assets Optimization Leverage 4

6. Jump to first page How should your marketing and selling be different today? n Asset marketing Discovering hidden assets Optimization Leverage n Multi-pillar marketing 4

7. Jump to first page How should your marketing and selling be different today? n Asset marketing Discovering hidden assets Optimization Leverage n Multi-pillar marketing n Systemization of your marketing process 4

8. Jump to first page How should your marketing and selling be different today? n Asset marketing Discovering hidden assets Optimization Leverage n Multi-pillar marketing n Systemization of your marketing process n Three ways to exponential growth 4

9. Jump to first page How should your marketing and selling be different today? n Asset marketing Discovering hidden assets Optimization Leverage n Multi-pillar marketing n Systemization of your marketing process n Three ways to exponential growth n Performance based 4

10. Jump to first page Your marketing & sales mindset “Optimizing & leveraging” hidden marketing assets 1.Past customers / clients 5

11. Jump to first page Your marketing & sales mindset “Optimizing & leveraging” hidden marketing assets 1.Past customers / clients 2.Owner expertise 5

12. Jump to first page Your marketing & sales mindset “Optimizing & leveraging” hidden marketing assets 1.Past customers / clients 2.Owner expertise 3.Staff expertise 5

13. Jump to first page Your marketing & sales mindset “Optimizing & leveraging” hidden marketing assets 1.Past customers / clients 2.Owner expertise 3.Staff expertise 4.Under-promoted U.S.P. 5

14. Jump to first page Your marketing & sales mindset “Optimizing & leveraging” hidden marketing assets 1.Past customers / clients 2.Owner expertise 3.Staff expertise 4.Under-promoted U.S.P. 5.Unique product or service or delivery 5

15. Jump to first page Your marketing & sales mindset “Optimizing & leveraging” hidden marketing assets 1.Past customers / clients 2.Owner expertise 3.Staff expertise 4.Under-promoted U.S.P. 5.Unique product or service or delivery 6.Sub-par sales performance 5

16. Jump to first page Your marketing & sales mindset “Optimizing & leveraging” hidden marketing assets 1.Past customers / clients 2.Owner expertise 3.Staff expertise 4.Under-promoted U.S.P. 5.Unique product or service or delivery 6.Sub-par sales performance 7.Relationships with other businesses 5

17. Jump to first page Your marketing & sales mindset “Optimizing & leveraging” hidden marketing assets 1.Past customers / clients 2.Owner expertise 3.Staff expertise 4.Under-promoted U.S.P. 5.Unique product or service or delivery 6.Sub-par sales performance 7.Relationships with other businesses 8.Location 5

18. Jump to first page Your marketing & sales mindset “Optimizing & leveraging” hidden marketing assets 1.Past customers / clients 2.Owner expertise 3.Staff expertise 4.Under-promoted U.S.P. 5.Unique product or service or delivery 6.Sub-par sales performance 7.Relationships with other businesses 8.Location 9.Reputation 5

19. Jump to first page Your marketing & sales mindset “Optimizing & leveraging” hidden marketing assets 1.Past customers / clients 2.Owner expertise 3.Staff expertise 4.Under-promoted U.S.P. 5.Unique product or service or delivery 6.Sub-par sales performance 7.Relationships with other businesses 8.Location 9.Reputation 10.Current sales / marketing process 5

20. Jump to first page Your marketing & sales mindset “Optimizing & leveraging” hidden marketing assets 1.Past customers / clients 2.Owner expertise 3.Staff expertise 4.Under-promoted U.S.P. 5.Unique product or service or delivery 6.Sub-par sales performance 7.Relationships with other businesses 8.Location 9.Reputation 10.Current sales / marketing process 11.Current customers / clients 5

21. Jump to first page Your marketing & sales mindset “Optimizing & leveraging” hidden marketing assets 1.Past customers / clients 2.Owner expertise 3.Staff expertise 4.Under-promoted U.S.P. 5.Unique product or service or delivery 6.Sub-par sales performance 7.Relationships with other businesses 8.Location 9.Reputation 10.Current sales / marketing process 11.Current customers / clients 12.Prospective customers / jobs 5

22. Jump to first page Your marketing & sales mindset “Optimizing & leveraging” hidden marketing assets 1.Past customers / clients 2.Owner expertise 3.Staff expertise 4.Under-promoted U.S.P. 5.Unique product or service or delivery 6.Sub-par sales performance 7.Relationships with other businesses 8.Location 9.Reputation 10.Current sales / marketing process 11.Current customers / clients 12.Prospective customers / jobs 13.Up-selling and packaging opportunities 5

23. Jump to first page Your marketing & sales mindset “Optimizing & leveraging” hidden marketing assets 1.Past customers / clients 2.Owner expertise 3.Staff expertise 4.Under-promoted U.S.P. 5.Unique product or service or delivery 6.Sub-par sales performance 7.Relationships with other businesses 8.Location 9.Reputation 10.Current sales / marketing process 11.Current customers / clients 12.Prospective customers / jobs 13.Up-selling and packaging opportunities 14.Average client value 5

24. Jump to first page Your marketing & sales mindset “Optimizing & leveraging” hidden marketing assets 1.Past customers / clients 2.Owner expertise 3.Staff expertise 4.Under-promoted U.S.P. 5.Unique product or service or delivery 6.Sub-par sales performance 7.Relationships with other businesses 8.Location 9.Reputation 10.Current sales / marketing process 11.Current customers / clients 12.Prospective customers / jobs 13.Up-selling and packaging opportunities 14.Average client value 15.Community relationships 5

25. Jump to first page Optimizing and leveraging “Getting the maximum return, for the least amount of expense, for the longest duration of time … on everything you are currently doing now, have done in the past … and will do in the future.” 6

26. Jump to first page Many companies will not survive the challenges of marketing because they are only using one or two pillars. 7 AdvertisingSales Staff

27. Jump to first page “In order for any business to work, it must become a system, so that the business works exactly the same way every time, down to the very last detail.” Michael Gerber-Consultant Author, The “E” Myth 8

28. Jump to first page Three ways to exponential growth 9 1. More prospects

29. Jump to first page Three ways to exponential growth 9 1. More prospects 2. Increase conversion rate of prospects to customers

30. Jump to first page Three ways to exponential growth 9 1. More prospects 2. Increase conversion rate of prospects to customers 3. Increase in the value of customer a. Increase in the average transaction value b. Increase in the number of transactions

31. Jump to first page Three ways to exponential growth Growth objective 20% Small improvements in each area will give you dramatic growth overall 10

32. Jump to first page Three ways to exponential growth Growth objective 20% Small improvements in each area will give you dramatic growth overall 10

33. Jump to first page Three ways to exponential growth Growth objective 20% Small improvements in each area will give you dramatic growth overall 10

34. Jump to first page Three ways to exponential growth Growth objective 20% Small improvements in each area will give you dramatic growth overall 10

35. Jump to first page Three ways to exponential growth Growth objective 20% Small improvements in each area will give you dramatic growth overall 10

36. Jump to first page Three ways to exponential growth Growth objective 20% Small improvements in each area will give you dramatic growth overall 10

37. Jump to first page Performance is maximized only when all marketing assets are leveraged in a multi-pillar system, growing the business all 3 ways. Performance based marketing 11

38. Jump to first page No better investment in your business than marketing “Marketing and innovation make money, everything else is a cost.” Peter Drucker Management Consultant 12 Performance based marketing

39. Jump to first page 13 Performance success stories 1 n Retail Store $2,000 investment $250,000 sales increase in 1 st year Annual ROI – 5,000% 2 2 Assuming 40% Gross Margin 1 Utilized all 3 ways to grow the business, optimized and leverages all assets, implemented multi- pillar system

40. Jump to first page 13 Performance success stories 1 n Retail Store $2,000 investment $250,000 sales increase in 1 st year Annual ROI – 5,000% 2 n Professional $3000 investment $62,500 sales increase in 90 days Annual ROI – 3,333% 2 2 Assuming 40% Gross Margin 1 Utilized all 3 ways to grow the business, optimized and leverages all assets, implemented multi- pillar system

41. Jump to first page 13 Performance success stories 1 n Retail Store $2,000 investment $250,000 sales increase in 1 st year Annual ROI – 5,000% 2 n Professional $3000 investment $62,500 sales increase in 90 days Annual ROI – 3,333% 2 n Service Company $48,000 investment $30,000,000 sales increase over 2 years Annual ROI – 12,500% 2 2 Assuming 40% Gross Margin 1 Utilized all 3 ways to grow the business, optimized and leverages all assets, implemented multi- pillar system

42. Jump to first page 13 Performance success stories 1 n Retail Store $2,000 investment $250,000 sales increase in 1 st year Annual ROI – 5,000% 2 n Professional $3000 investment $62,500 sales increase in 90 days Annual ROI – 3,333% 2 n Service Company $48,000 investment $30,000,000 sales increase over 2 years Annual ROI – 12,500% 2 n Manufacturing Company $12,000 investment $550,000 sales increase in 1 st year Annual ROI – 1,833% 2 2 Assuming 40% Gross Margin 1 Utilized all 3 ways to grow the business, optimized and leverages all assets, implemented multi- pillar system

43. Jump to first page 14 Marketing multi-pillar system 1. U.S.P. / E.V.P.

44. Jump to first page 14 Marketing multi-pillar system 1. U.S.P. / E.V.P. 2. Exponential marketing

45. Jump to first page 14 Marketing multi-pillar system 1. U.S.P. / E.V.P. 2. Exponential marketing 3. Relationship marketing - Optimize customer database

46. Jump to first page 14 Marketing multi-pillar system 1. U.S.P. / E.V.P. 2. Exponential marketing 3. Relationship marketing - Optimize customer database 4. Strategic alliance marketing

47. Jump to first page 14 Marketing multi-pillar system 1. U.S.P. / E.V.P. 2. Exponential marketing 3. Relationship marketing - Optimize customer database 4. Strategic alliance marketing 5. Custom advertising - Web optimize the media

48. Jump to first page 14 Marketing multi-pillar system 1. U.S.P. / E.V.P. 2. Exponential marketing 3. Relationship marketing - Optimize customer database 4. Strategic alliance marketing 5. Custom advertising - Web optimize the media 6. Community relations marketing

49. Jump to first page 14 Marketing multi-pillar system 1. U.S.P. / E.V.P. 2. Exponential marketing 3. Relationship marketing - Optimize customer database 4. Strategic alliance marketing 5. Custom advertising - Web optimize the media 6. Community relations marketing 7. “One to one” direct marketing

50. Jump to first page 14 Marketing multi-pillar system 1. U.S.P. / E.V.P. 2. Exponential marketing 3. Relationship marketing - Optimize customer database 4. Strategic alliance marketing 5. Custom advertising - Web optimize the media 6. Community relations marketing 7. “One to one” direct marketing 8. Word of mouth referral

51. Jump to first page Unique Selling Proposition Extra Value Proposition (U.S.P. / E. V. P.) “Differentiate or Die” by Jack Trout Pillar #1 15

52. Jump to first page Unique Selling Proposition Extra Value Proposition (U.S.P. / E. V. P.) “Differentiate or Die” by Jack Trout Pillar #1 Two Questions You Need To Answer 1. Why do people do business with you now? 2. If they are not doing business with you now, why should they? 15

53. Jump to first page Unique Selling Proposition Extra Value Proposition (U.S.P. / E. V. P.) “Differentiate or Die” by Jack Trout Pillar #1 Two Questions You Need To AnswerThree Ways To Achieve A U.S.P. / E.V.P. 1. Why do people do business with you now? 2. If they are not doing business with you now, why should they? 15

54. Jump to first page Unique Selling Proposition Extra Value Proposition (U.S.P. / E. V. P.) “Differentiate or Die” by Jack Trout Pillar #1 Two Questions You Need To AnswerThree Ways To Achieve A U.S.P. / E.V.P. 1. Why do people do business with you now? 2. If they are not doing business with you now, why should they? 1. Price leadership 15

55. Jump to first page Unique Selling Proposition Extra Value Proposition (U.S.P. / E. V. P.) “Differentiate or Die” by Jack Trout Pillar #1 Two Questions You Need To AnswerThree Ways To Achieve A U.S.P. / E.V.P. 1. Why do people do business with you now? 2. If they are not doing business with you now, why should they? 1. Price leadership 2. Differentiation 15

56. Jump to first page Unique Selling Proposition Extra Value Proposition (U.S.P. / E. V. P.) “Differentiate or Die” by Jack Trout Pillar #1 Two Questions You Need To AnswerThree Ways To Achieve A U.S.P. / E.V.P. 1. Why do people do business with you now? 2. If they are not doing business with you now, why should they? 1. Price leadership 2. Differentiation 3. Target / Niche Price leadership Differentiation 15

57. Jump to first page Optimizing current marketing for exponential sales 16 Pillar #2

58. Jump to first page Optimizing current marketing for exponential sales 1. Integrate the USP / EVP into all marketing efforts 16 Pillar #2

59. Jump to first page Optimizing current marketing for exponential sales 1. Integrate the USP / EVP into all marketing efforts 2. Consistently work at increasing the conversion rate 16 Pillar #2

60. Jump to first page Optimizing current marketing for exponential sales 1. Integrate the USP / EVP into all marketing efforts 2. Consistently work at increasing the conversion rate A. Sales training B. Follow-up systems 16 Pillar #2

61. Jump to first page Optimizing current marketing for exponential sales 1. Integrate the USP / EVP into all marketing efforts 2. Consistently work at increasing the conversion rate A. Sales training B. Follow-up systems 3. Always work at increasing the average client value 16 Pillar #2

62. Jump to first page Optimizing current marketing for exponential sales 1. Integrate the USP / EVP into all marketing efforts 2. Consistently work at increasing the conversion rate A. Sales training B. Follow-up systems 3. Always work at increasing the average client value A. Higher average transaction value B. Increase number of transactions 16 Pillar #2

63. Jump to first page Optimizing customer base “Customer relationship marketing” 17 Pillar #3 Set-up a system for capturing and segmenting the different types of clients

64. Jump to first page Optimizing customer base “Customer relationship marketing” Past A. Re-capture 17 Pillar #3 Set-up a system for capturing and segmenting the different types of clients

65. Jump to first page Optimizing customer base “Customer relationship marketing” Past A. Re-capture Present A. Retain B. Work the back-end 17 Pillar #3 Set-up a system for capturing and segmenting the different types of clients

66. Jump to first page Optimizing customer base “Customer relationship marketing” Past A. Re-capture Present A. Retain B. Work the back-end 17 Pillar #3 Set-up a system for capturing and segmenting the different types of clients Prospective A. Follow-up B. Educate C. Close again

67. Jump to first page Strategic alliance marketing 18 Pillar #4

68. Jump to first page Strategic alliance marketing 1. Your own client base 18 Pillar #4

69. Jump to first page Strategic alliance marketing 1. Your own client base A. Seek an endorsement 18 Pillar #4

70. Jump to first page Strategic alliance marketing 1. Your own client base A. Seek an endorsement 2. Complimentary businesses outside your client base 18 Pillar #4

71. Jump to first page Strategic alliance marketing 1. Your own client base A. Seek an endorsement 2. Complimentary businesses outside your client base A. Cross-sell other services 18 Pillar #4

72. Jump to first page Strategic alliance marketing 1. Your own client base A. Seek an endorsement 2. Complimentary businesses outside your client base A. Cross-sell other services B. Work their client base 18 Pillar #4

73. Jump to first page Custom advertising web and E-commerce 19 Piller #5

74. Jump to first page Custom advertising web and E-commerce All media members work! You must learn to create SYNERGY if you are going to maximize your marketing and advertising investments. 19 Piller #5

75. Jump to first page Custom advertising web and E-commerce All media members work! You must learn to create SYNERGY if you are going to maximize your marketing and advertising investments. 1. Have the first four steps in place and working 19 Piller #5

76. Jump to first page Custom advertising web and E-commerce All media members work! You must learn to create SYNERGY if you are going to maximize your marketing and advertising investments. 1. Have the first four steps in place and working 2. Have a specific objective to accomplish with the media 19 Piller #5

77. Jump to first page Custom advertising web and E-commerce All media members work! You must learn to create SYNERGY if you are going to maximize your marketing and advertising investments. 1. Have the first four steps in place and working 2. Have a specific objective to accomplish with the media 3. Use each member of the media for its strength 19 Piller #5

78. Jump to first page Custom advertising web and E-commerce All media members work! You must learn to create SYNERGY if you are going to maximize your marketing and advertising investments. 1. Have the first four steps in place and working 2. Have a specific objective to accomplish with the media 3. Use each member of the media for its strength 4. Three elements will determine success. You must maximize all three: A. Who does it reach B. How often does it reach them - frequency C. What is the message? 19 Piller #5

79. Jump to first page Custom advertising web and E-commerce All media members work! You must learn to create SYNERGY if you are going to maximize your marketing and advertising investments. 1. Have the first four steps in place and working 2. Have a specific objective to accomplish with the media 3. Use each member of the media for its strength 4. Three elements will determine success. You must maximize all three: A. Who does it reach B. How often does it reach them - frequency C. What is the message? 5. Test against the control measure in terms of profitability. If it is profitable do it some more. 19 Piller #5

80. Jump to first page Community relations marketing 20 Pillar #6

81. Jump to first page Community relations marketing 1. Community marketing is image marketing and results marketing 20 Pillar #6

82. Jump to first page Community relations marketing 1. Community marketing is image marketing and results marketing 2. Leverage the donations you provide to groups and associations 20 Pillar #6

83. Jump to first page Community relations marketing 1. Community marketing is image marketing and results marketing 2. Leverage the donations you provide to groups and associations 3. Educate 20 Pillar #6

84. Jump to first page Community relations marketing 1. Community marketing is image marketing and results marketing 2. Leverage the donations you provide to groups and associations 3. Educate 4. Press releases 20 Pillar #6

85. Jump to first page Direct or “one-to-one” marketing 21 Pillar #7

86. Jump to first page Direct or “one-to-one” marketing 1. Types of direct marketing 21 Pillar #7

87. Jump to first page Direct or “one-to-one” marketing 1. Types of direct marketing - Direct mail 21 Pillar #7

88. Jump to first page Direct or “one-to-one” marketing 1. Types of direct marketing - Direct mail - Telemarketing 21 Pillar #7

89. Jump to first page Direct or “one-to-one” marketing 1. Types of direct marketing - Direct mail - Telemarketing - Displays 21 Pillar #7

90. Jump to first page Direct or “one-to-one” marketing 1. Types of direct marketing - Direct mail - Telemarketing - Displays - Salespeople 21 Pillar #7

91. Jump to first page Direct or “one-to-one” marketing 1. Types of direct marketing - Direct mail - Telemarketing - Displays - Salespeople - Web / E-commerce 21 Pillar #7

92. Jump to first page Direct or “one-to-one” marketing 1. Types of direct marketing 2. Make all tools direct response oriented - Direct mail - Telemarketing - Displays - Salespeople - Web / E-commerce 21 Pillar #7

93. Jump to first page Direct or “one-to-one” marketing 1. Types of direct marketing 2. Make all tools direct response oriented - Direct mail - Telemarketing - Displays - Salespeople - Web / E-commerce Every direct marketing effort needs to do the same thing you would do in person 21 Pillar #7

94. Jump to first page Direct or “one-to-one” marketing 1. Types of direct marketing 2. Make all tools direct response oriented - Direct mail - Telemarketing - Displays - Salespeople - Web / E-commerce Every direct marketing effort needs to do the same thing you would do in person Have a reply mechanism 21 Pillar #7

95. Jump to first page Direct or “one-to-one” marketing 1. Types of direct marketing 2. Make all tools direct response oriented - Direct mail - Telemarketing - Displays - Salespeople - Web / E-commerce Every direct marketing effort needs to do the same thing you would do in person Have a reply mechanism Test-test-test 21 Pillar #7

96. Jump to first page “Word of mouth” marketing 22 Pillar #8

97. Jump to first page 23 How we work with you “A coach is someone who makes you do what you don’t want to do so you can be who you want to be.” Tom Landry, former Dallas Cowboys Coach

98. Jump to first page 24 Marketing game plan 1. Customized marketing system

99. Jump to first page 24 Marketing game plan 1. Customized marketing system 2. Customized marketing system and implementation

100. Jump to first page 24 Marketing game plan 1. Customized marketing system 2. Customized marketing system and implementation 3. Fast start

101. Jump to first page 24 Marketing game plan 1. Customized marketing system 2. Customized marketing system and implementation 3. Fast start Complimentary consultation to evaluate your ability to compete

102. Jump to first page A successful company’s marketing is systematized through multiple marketing pillars, leveraging & optimizing marketing assets, growing their business all 3 ways 2. Exponential marketing 7. “One to one” direct marketing 6. Community relations marketing 5. Custom advertising - Web optimize the media 4. Strategic alliance marketing 3. Relationship marketing - Optimize customer base 1. U.S.P. / E.V.P. 8. Word of mouth referral 25 Word of Mouth Referral “One to One” Marketing Community Relations Marketing Optimize the Media Strategic Alliance Marketing Relationship Marketing Sales Staff Advertising Asset Marketing $

103. Jump to first page A successful company’s marketing is systematized through multiple marketing pillars, leveraging & optimizing marketing assets, growing their business all 3 ways 2. Exponential marketing 7. “One to one” direct marketing 6. Community relations marketing 5. Custom advertising - Web optimize the media 4. Strategic alliance marketing 3. Relationship marketing - Optimize customer base 1. U.S.P. / E.V.P. 8. Word of mouth referral Word of Mouth Referral “One to One” Marketing Community Relations Marketing Optimize the Media Strategic Alliance Marketing Relationship MarketingExponential Marketing U.S.P. / E.V.P. Asset Marketing $ 26

104. Jump to first page For more information: