Ghp Presentation

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Ghp Presentation

  1. 1.
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  4. 4. Increasing Your Surface Area to Your Marketplace<br />
  5. 5. What company logos will look like…… <br />when the financial crisis is finally over.<br />
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  9. 9. Entrepreneurship<br />One who understands that the outcome is up to them… and wants it that way<br />
  10. 10. Competitive Advantage<br />Positioning Your Firm To Achieve Superior, Long-Term Profitability Regardless of Changes in the Environment<br />
  11. 11. Wikipedia:<br />surface area is the amount of space covering the outside of a three-dimensional (3D) object. <br />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.<br />
  12. 12. How much “paint” do you need?<br />How do you increase the exposure of your business to your target markets?<br />How do you create greater touch points to your customers?<br />How much does it cost you to land a new customer?<br />
  13. 13. How Much Does it cost you to Land a new customer?<br />Meals<br />Time<br />Advertising<br />Web site<br />Mail-outs<br />Commissions<br />Literature<br />Showroom<br />Travel Expenses<br />Business Cards<br />Billboards<br />These luncheons<br />….Lots More Items<br />
  14. 14. Advertising Skepticism<br />Radio<br />Television<br />Web<br />Print<br />New Media<br />Billboards<br />
  15. 15. What is the Difference ?<br />Marketing?<br />Sales?<br />
  16. 16. Communication<br />
  17. 17. Interesting Statistics and Data Points<br />Of all internal communication<br />13% pen and paper<br />49% from email<br />29% SMS text<br />10% Internet Instant Messaging<br />
  18. 18. Interesting Statistics and Data Points<br />50 Billion emails per day world wide….in 2000, < 12 Billion<br />Average Company spends $15k paying employees to read unnecessary e-mail<br />Many people use 10 words when they could use 3…when communicating <br />Recent report – workers spend 49 minutes per day to sort out their in-boxes<br />
  19. 19. Interesting Statistics and Data Points<br />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<br />70% of 15-24 year olds say they could not live without their mobile phone<br />
  20. 20. Pet Peeves<br />How much information do you share?<br />E-mail salutations <br />Voice mail <br />Business cards<br />
  21. 21. Pet Peeves<br />Lousy receptionists<br />Phone mail messages out dated<br />Lack of knowledge on how to use the phone system<br />
  22. 22. Customer<br />Value<br />Value<br />Differentiation<br />You<br />Competition<br />Strategic Triangle<br />
  23. 23. The Big ?<br />Who is your Customer?<br />Who is your Competition?<br />How would you compete against yourself…..and Win?<br />
  24. 24. If You Ever Sell your Business…<br />What do Buyers Value Most?<br />Tangible vs Intangible Assets<br />Customer List – Who you Know<br />
  25. 25. Who Would You Keep?<br />Who survives when times get tough?<br />Who would you fire last?<br />3x pay card<br />
  26. 26. Suspects<br />Buckets in the Selling Process<br />Prospects<br />Approach<br />Presentation<br />Handling <br />Objections<br />
  27. 27. CRM<br />Customer relationship management<br />From Wikipedia, <br />Customer relationship management (CRM) is a term applied to processes implemented by a company to handle its contact with its customers. <br />
  28. 28. Action Steps to Consider<br />The Eight R’s<br />Revitalization<br />Retention<br />Reacquisition<br />Referrals<br />Regeneration<br />Rainmaking<br />Related Sales<br />Reputation Building<br />
  29. 29. Revitalization<br />Rejuvenating your value proposition with new services, sharper differentiation and justifiable premium pricing<br />
  30. 30. Retention<br />Must hold on to your high profit customers<br />How might you hold on to them longer?<br />
  31. 31. Reacquisition<br />Win back your valuable inactive and lost clients<br />Most firms do not have a win-back program – odds are 3:1 versus 8:1 on new clients<br />
  32. 32. Referrals<br />Network with the right people<br />Costs a lot less and takes less time to close referred business than a non-referred prospect<br />
  33. 33. Regeneration<br />Rebuild and grow your client base with precision marketing<br />Must target and pursue profitable niches and segments where you can become the dominant player or supplier of choice<br />
  34. 34. Rainmaking<br />With customer loyalty decreasing, you need superior rainmaking and strategic account management skills to identify and win large profitable new accounts<br />
  35. 35. Related Sales<br />Up-Sell and Cross-Sell to Increase Customer Share of the Wallet<br />The odds of selling to an existing client are better than 1:2….this better opportunity is poorly exploited<br />
  36. 36. Reputation Building<br />Brand your business to attract premium business<br />A strong brand attracts and retains customers, simplifies buying decisions and differentiates you from competitors.<br />A powerful brand also adds anything from 20 % to 300 % on the price premium you can command<br />
  37. 37. Thank You<br />

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