Ghp Presentation
- 4. Increasing Your Surface Area to Your Marketplace
- 5. What company logos will look like…… when the financial crisis is finally over.
- 9. EntrepreneurshipOne who understands that the outcome is up to them… and wants it that way
- 10. Competitive AdvantagePositioning 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?MealsTimeAdvertisingWeb siteMail-outsCommissionsLiteratureShowroomTravel ExpensesBusiness CardsBillboardsThese luncheons….Lots More Items
- 15. What is the Difference ?Marketing?Sales?
- 16. Communication
- 17. Interesting Statistics and Data PointsOf all internal communication13% pen and paper49% from email29% SMS text10% Internet Instant Messaging
- 18. Interesting Statistics and Data Points50 Billion emails per day world wide….in 2000, < 12 BillionAverage Company spends $15k paying employees to read unnecessary e-mailMany 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 Points2 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 effect70% of 15-24 year olds say they could not live without their mobile phone
- 20. Pet PeevesHow much information do you share?E-mail salutations Voice mail Business cards
- 21. Pet PeevesLousy receptionistsPhone mail messages out datedLack of knowledge on how to use the phone system
- 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 AssetsCustomer List – Who you Know
- 25. Who Would You Keep?Who survives when times get tough?Who would you fire last?3x pay card
- 26. SuspectsBuckets in the Selling ProcessProspectsApproachPresentationHandling Objections
- 27. CRMCustomer relationship managementFrom 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 ConsiderThe Eight R’sRevitalizationRetentionReacquisitionReferralsRegenerationRainmakingRelated SalesReputation Building
- 29. RevitalizationRejuvenating your value proposition with new services, sharper differentiation and justifiable premium pricing
- 30. RetentionMust hold on to your high profit customersHow might you hold on to them longer?
- 31. ReacquisitionWin back your valuable inactive and lost clientsMost firms do not have a win-back program – odds are 3:1 versus 8:1 on new clients
- 32. ReferralsNetwork with the right peopleCosts a lot less and takes less time to close referred business than a non-referred prospect
- 33. RegenerationRebuild and grow your client base with precision marketingMust target and pursue profitable niches and segments where you can become the dominant player or supplier of choice
- 34. RainmakingWith customer loyalty decreasing, you need superior rainmaking and strategic account management skills to identify and win large profitable new accounts
- 35. Related SalesUp-Sell and Cross-Sell to Increase Customer Share of the WalletThe odds of selling to an existing client are better than 1:2….this better opportunity is poorly exploited
- 36. Reputation BuildingBrand your business to attract premium businessA 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