Strengthening Sales in Tough Economic Times presentation for Global Entrepreneurship Week at USF St Petersburg, November 2008.

1. Strengthening Sales in Tough Economic Times Global Entrepreneurship Week 2008 USF – St. Petersburg College of Business

2. Strategy

5. Let’s play a game…

15. So my move should be…

16. (REQUIRES: Nothing) (REQUIRES: Cash) (REQUIRES: Existing Base of Clients) (REQUIRES: Being the Ultimate Specialist in your Nice)

18. Refocus

19. This may be an opportunity!

20. Why does your target market purchase?

21. Why would they purchase from you ?

22. Why would they purchase from you ? NOT /

23. Focus on serving your best 5% … rather than 5% of everyone

24. You can’t ride two bikes at a time… So ride the one you have the best you can!

25. Try to have everything you do result in Not 1 Not 2 But 3 Results

26. Tactics to Grow by Spending

27. Perfect the brand experience for your niche.

28. Expand the reach of your differentiated brand positioning.

29. Talk to Charlene Bostic about government contracting. (813) 905-5800 http://tradeconference.coba.usf.edu FOR FREE /

30. (Maybe even internationally.) Expand geographically.

31. Tactics to Build Superior Customer Relationships

32. Be open to renegotiating contracts.

33. Benchmark against your competitors.

34. Build trust. Partner with customers for R&D, develop customer communities or provide broad/narrow casting… Spend some time with them.

35. Reassure. Use customers for references, reviews, testimonials, partnerships and to sell your ROI.

36. Tactics to Acquire Customers Smarter

37. Time vs. Money

38. Work those referrals HELP!

39. Push the boundaries of your website.

40. Increase online direct response promotions.

41. Suggested Reading

42. The Guerrilla Marketing Handbook &

43. But most of all…