Marketing and Selling

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

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

3. Two reasons why businesses fail • 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 OfficerSmall Business Administration 3

4. Two reasons why businesses fail • 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 OfficerSmall Business Administration • Inadequate capitalization 3

5. How should your marketing and selling be different today? • Asset marketing • Discovering hidden assets • Optimization • Leverage 4

6. How should your marketing and selling be different today? • Asset marketing • Discovering hidden assets • Optimization • Leverage • Multi-pillar marketing 4

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

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

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

10. Your marketing & sales mindset“Optimizing & leveraging” hidden marketing assets • Past customers / clients 5

11. Your marketing & sales mindset“Optimizing & leveraging” hidden marketing assets • Past customers / clients • Owner expertise 5

12. Your marketing & sales mindset“Optimizing & leveraging” hidden marketing assets • Past customers / clients • Owner expertise • Staff expertise 5

13. Your marketing & sales mindset“Optimizing & leveraging” hidden marketing assets • Past customers / clients • Owner expertise • Staff expertise • Under-promoted U.S.P. 5

14. Your marketing & sales mindset“Optimizing & leveraging” hidden marketing assets • Past customers / clients • Owner expertise • Staff expertise • Under-promoted U.S.P. • Unique product or service or delivery 5

15. Your marketing & sales mindset“Optimizing & leveraging” hidden marketing assets • Past customers / clients • Owner expertise • Staff expertise • Under-promoted U.S.P. • Unique product or service or delivery • Sub-par sales performance 5

16. Your marketing & sales mindset“Optimizing & leveraging” hidden marketing assets • Past customers / clients • Owner expertise • Staff expertise • Under-promoted U.S.P. • Unique product or service or delivery • Sub-par sales performance • Relationships with other businesses 5

17. Your marketing & sales mindset“Optimizing & leveraging” hidden marketing assets • Past customers / clients • Owner expertise • Staff expertise • Under-promoted U.S.P. • Unique product or service or delivery • Sub-par sales performance • Relationships with other businesses • Location 5

18. Your marketing & sales mindset“Optimizing & leveraging” hidden marketing assets • Past customers / clients • Owner expertise • Staff expertise • Under-promoted U.S.P. • Unique product or service or delivery • Sub-par sales performance • Relationships with other businesses • Location • Reputation 5

19. Your marketing & sales mindset“Optimizing & leveraging” hidden marketing assets • Past customers / clients • Owner expertise • Staff expertise • Under-promoted U.S.P. • Unique product or service or delivery • Sub-par sales performance • Relationships with other businesses • Location • Reputation • Current sales / marketing process 5

20. Your marketing & sales mindset“Optimizing & leveraging” hidden marketing assets • Past customers / clients • Owner expertise • Staff expertise • Under-promoted U.S.P. • Unique product or service or delivery • Sub-par sales performance • Relationships with other businesses • Location • Reputation • Current sales / marketing process • Current customers / clients 5

21. Your marketing & sales mindset“Optimizing & leveraging” hidden marketing assets • Past customers / clients • Owner expertise • Staff expertise • Under-promoted U.S.P. • Unique product or service or delivery • Sub-par sales performance • Relationships with other businesses • Location • Reputation • Current sales / marketing process • Current customers / clients • Prospective customers / jobs 5

22. Your marketing & sales mindset“Optimizing & leveraging” hidden marketing assets • Past customers / clients • Owner expertise • Staff expertise • Under-promoted U.S.P. • Unique product or service or delivery • Sub-par sales performance • Relationships with other businesses • Location • Reputation • Current sales / marketing process • Current customers / clients • Prospective customers / jobs • Up-selling and packaging opportunities 5

23. Your marketing & sales mindset“Optimizing & leveraging” hidden marketing assets • Past customers / clients • Owner expertise • Staff expertise • Under-promoted U.S.P. • Unique product or service or delivery • Sub-par sales performance • Relationships with other businesses • Location • Reputation • Current sales / marketing process • Current customers / clients • Prospective customers / jobs • Up-selling and packaging opportunities • Average client value 5

24. Your marketing & sales mindset“Optimizing & leveraging” hidden marketing assets • Past customers / clients • Owner expertise • Staff expertise • Under-promoted U.S.P. • Unique product or service or delivery • Sub-par sales performance • Relationships with other businesses • Location • Reputation • Current sales / marketing process • Current customers / clients • Prospective customers / jobs • Up-selling and packaging opportunities • Average client value • Community relationships 5

25. 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. Many companies will not survive the challenges of marketing because they are only using one or two pillars. Advertising Sales Staff 7

27. “In order for any business to work, it must become asystem, so that the business worksexactlythe same way every time, down to the very last detail.”Michael Gerber-Consultant Author, The “E” Myth 8

28. Three ways to exponential growth • More prospects 9

29. Three ways to exponential growth • More prospects • Increase conversion rate of prospects to customers 9

30. Three ways to exponential growth • More prospects • Increase conversion rate of prospects to customers • Increase in the value of customer • Increase in the average transaction value • Increase in the number of transactions 9

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

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

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

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

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

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

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

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

39. Performance success stories1 • Retail Store • $2,000 investment • $250,000 sales increase in 1st year • Annual ROI – 5,000%2 1 Utilized all 3 ways to grow the business, optimized and leverages all assets, implemented multi-pillar system 13 2 Assuming 40% Gross Margin

40. Performance success stories1 • Retail Store • $2,000 investment • $250,000 sales increase in 1st year • Annual ROI – 5,000%2 • Professional • $3000 investment • $62,500 sales increase in 90 days • Annual ROI – 3,333%2 1 Utilized all 3 ways to grow the business, optimized and leverages all assets, implemented multi-pillar system 13 2 Assuming 40% Gross Margin

41. Performance success stories1 • Retail Store • $2,000 investment • $250,000 sales increase in 1st year • Annual ROI – 5,000%2 • Professional • $3000 investment • $62,500 sales increase in 90 days • Annual ROI – 3,333%2 • Service Company • $48,000 investment • $30,000,000 sales increase over 2 years • Annual ROI – 12,500%2 1 Utilized all 3 ways to grow the business, optimized and leverages all assets, implemented multi-pillar system 13 2 Assuming 40% Gross Margin

42. Performance success stories1 • Retail Store • $2,000 investment • $250,000 sales increase in 1st year • Annual ROI – 5,000%2 • Professional • $3000 investment • $62,500 sales increase in 90 days • Annual ROI – 3,333%2 • Service Company • $48,000 investment • $30,000,000 sales increase over 2 years • Annual ROI – 12,500%2 • Manufacturing Company • $12,000 investment • $550,000 sales increase in 1st year • Annual ROI – 1,833%2 1 Utilized all 3 ways to grow the business, optimized and leverages all assets, implemented multi-pillar system 13 2 Assuming 40% Gross Margin

43. Marketing multi-pillar system • U.S.P. / E.V.P. 14

44. Marketing multi-pillar system • U.S.P. / E.V.P. • Exponential marketing 14

45. Marketing multi-pillar system • U.S.P. / E.V.P. • Exponential marketing • Relationship marketing - Optimize customer database 14

46. Marketing multi-pillar system • U.S.P. / E.V.P. • Exponential marketing • Relationship marketing - Optimize customer database • Strategic alliance marketing 14

47. Marketing multi-pillar system • U.S.P. / E.V.P. • Exponential marketing • Relationship marketing - Optimize customer database • Strategic alliance marketing • Custom advertising - Web optimize the media 14

48. Marketing multi-pillar system • U.S.P. / E.V.P. • Exponential marketing • Relationship marketing - Optimize customer database • Strategic alliance marketing • Custom advertising - Web optimize the media • Community relations marketing 14

49. Marketing multi-pillar system • U.S.P. / E.V.P. • Exponential marketing • Relationship marketing - Optimize customer database • Strategic alliance marketing • Custom advertising - Web optimize the media • Community relations marketing • “One to one” direct marketing 14

50. Marketing multi-pillar system • U.S.P. / E.V.P. • Exponential marketing • Relationship marketing - Optimize customer database • Strategic alliance marketing • Custom advertising - Web optimize the media • Community relations marketing • “One to one” direct marketing • Word of mouth referral 14