4. Increasing Your Surface Area to Your Marketplace

5. What company logos will look like…… when the financial crisis is finally over.

9. Entrepreneurship One who understands that the outcome is up to them… and wants it that way

10. Competitive Advantage Positioning Your Firm To Achieve Superior, Long-Term Profitability Regardless of Changes in the Environment

11. Wikipedia: surface area is the amount of space covering the outside of a three-dimensional (3D) object. The surface area is useful because it tells you how much material is required in order to cover the object -- for example, how much paint is needed to paint a table.

12. How much “paint” do you need? How do you increase the exposure of your business to your target markets? How do you create greater touch points to your customers? How much does it cost you to land a new customer?

13. How Much Does it cost you to Land a new customer? Meals Time Advertising Web site Mail-outs Commissions Literature Showroom Travel Expenses Business Cards Billboards These luncheons ….Lots More Items

14. Advertising Skepticism Radio Television Web Print New Media Billboards

15. What is the Difference ? Marketing? Sales?

16. Communication

17. Interesting Statistics and Data Points Of all internal communication 13% pen and paper 49% from email 29% SMS text 10% Internet Instant Messaging

18. Interesting Statistics and Data Points 50 Billion emails per day world wide….in 2000, < 12 Billion Average Company spends $15k paying employees to read unnecessary e-mail Many people use 10 words when they could use 3…when communicating Recent report – workers spend 49 minutes per day to sort out their in-boxes

19. Interesting Statistics and Data Points 2 hours and 10 minutes…amount people waste each day at work…of which 1 hour and 38 minutes was due to communication technologies not being used to good effect 70% of 15-24 year olds say they could not live without their mobile phone

20. Pet Peeves How much information do you share? E-mail salutations Voice mail Business cards

21. Pet Peeves Lousy receptionists Phone mail messages out dated Lack of knowledge on how to use the phone system

22. Customer Value Value Differentiation You Competition Strategic Triangle

23. The Big ? Who is your Customer? Who is your Competition? How would you compete against yourself…..and Win?

24. If You Ever Sell your Business… What do Buyers Value Most? Tangible vs Intangible Assets Customer List – Who you Know

25. Who Would You Keep? Who survives when times get tough? Who would you fire last? 3x pay card

26. Suspects Buckets in the Selling Process Prospects Approach Presentation Handling Objections

27. CRM Customer relationship management From Wikipedia, Customer relationship management (CRM) is a term applied to processes implemented by a company to handle its contact with its customers.

28. Action Steps to Consider The Eight R’s Revitalization Retention Reacquisition Referrals Regeneration Rainmaking Related Sales Reputation Building

29. Revitalization Rejuvenating your value proposition with new services, sharper differentiation and justifiable premium pricing

30. Retention Must hold on to your high profit customers How might you hold on to them longer?

31. Reacquisition Win back your valuable inactive and lost clients Most firms do not have a win-back program – odds are 3:1 versus 8:1 on new clients

32. Referrals Network with the right people Costs a lot less and takes less time to close referred business than a non-referred prospect

33. Regeneration Rebuild and grow your client base with precision marketing Must target and pursue profitable niches and segments where you can become the dominant player or supplier of choice

34. Rainmaking With customer loyalty decreasing, you need superior rainmaking and strategic account management skills to identify and win large profitable new accounts

35. Related Sales Up-Sell and Cross-Sell to Increase Customer Share of the Wallet The odds of selling to an existing client are better than 1:2….this better opportunity is poorly exploited

36. Reputation Building Brand your business to attract premium business A strong brand attracts and retains customers, simplifies buying decisions and differentiates you from competitors. A powerful brand also adds anything from 20 % to 300 % on the price premium you can command

37. Thank You