Learn how to stay afloat during sinking times

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Will Your Business Thrive or Dive?

• Learn how to stay afloat during sinking times

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Will Your Business Thrive or Dive?

• Learn how to stay afloat during sinking times

• Grow from the inside out.
• Change your brands message
• Expand your sales force.

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Grow from the inside out

• If 80 percent of new business comes from our top
  clients, why do we fail to remember them when
  developing marketing campaigns?

• Solicit feedback
• Surveys
• Testimonials
• Bounce-backs
• E-mail
• Social media
• Blogs

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Grow from the inside out
Customer-centric communications
Open for Business Best Buy's Social Technology
Strategy
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Grow from the inside out

• Not just a TV show!
• A brand fan mania!

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Grow from the inside out

• Create raving brand fans!

• Provide exceptional service value
• Get to know your clients
• Let your clients be a part of your brand
• Survey your customers
• Solicit comments on your services
• Continually communicate
• Keep your offerings new and fresh
• Ask for introductions
• Be open and honest

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Whats Your Message?

• In todays economy, your message should reflect
  value.

Vs.
An Advertising Age study found that 60 of
Americans have scaled back from premium coffees
in the past six months.
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Whats Your Message?

• In todays economy, your message should reflect
  value.

Vs.
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Whats Your Message?
Comcast Spot Everyone loves money
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Whats Your Message?

• Your brands message needs to
• Resolve an urgent problem (not yours)!
• Get your prospects attention
• Make a simple point
• Repeat over and over and over in a variety of
  mediums

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Whats Your Message?
Resolve an urgent problem I dont like paying
expensive airfare and getting lousy service.
- Lutsen Ski Area I want to lose weight, but
dont want to spend more than I do on regular
meals. - Seattle Suttons I want to keep
more of my hard-earned money. -
Comcast I need to cut my budget, but still want
to satisfy mydesire for fancy coffee. -
McDonalds
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Whats Your Message?
Get your prospects attention

• Your message must elicit an emotional response.
• Dont give away the surprise get her clicking
  or asking for more.
• Send a message only when you have something
  interesting to say.

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Whats Your Message?
Delivering your message
Blogging micro-blogging (twitter) social media
(Facebook, LinkedIn) YouTube e-newsletter
article distribution online ads website
speaking engagements events flyers traditional
media word-of-mouth sales force employees
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Whats Your Message?

• What is the 1 problem your customers are faced
  with right now?
• How can you resolve this problem?
• Now, take a few minutes to craft this into a
  concise message.

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Expand Your Sales Force

• How large is your sales force?
• If its only you, think again

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Expand Your Sales Force
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Expand Your Sales Force

• Look for partners who are prospecting the same
  type of customers and whose services enhance your
  offering.

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Expand Your Sales Force
Who are your influencers?
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Ready to Thrive!

• Grow from the inside out by making your customers
  part of your brand.
• Change your brands message to reflect your
  customers biggest problem right now, and then
  solve it.
• Expand your sales force by identifying three
  potential business partners.