This document provides information about upcoming events from First Fridays, a relationship marketing event. It also shares strategies and concepts for marketing, sales, customer segmentation, and implementing marketing initiatives like email marketing and social media. Key topics covered include vision, mission and values, sales funnel management, converting leads to customers, and questions for a telemarketing script. The document aims to educate on essential relationship marketing and sales strategies.

1. WELCOME TO FIRST FRIDAYS!

2. EVERYTHING YOU NEED TO
KNOW ABOUT RELATIONSHIP
MARKETING

3. Upcoming Events
Click links for more information
• Feb 16 NC State Fast 15
• Feb 27 Social Media
• March 16 Greatest Coach Ever
• March 27 Growth CLUB
• April 13 First Fridays
• April 15 Deadline for
Summer intern program

4. Strategic Plan
• Vision, Mission, and Values (VMV)
• Big, Hairy, Audacious Goal (BHAG)
• Strengths, Weaknesses, Opportunities,
Threats (SWOT)
• 3 Year Targets
• 1 Year Goals
• 90 Day Action Plans
• Weekly Action Steps
• Daily Affirmations

5. Vision, Mission, Values
• Vision
– “Financial Security and Peace of Mind for All”
• Mission
– “To be a well-respected and sought-after Top
100 Coach directly impacting the lives of 10,000
people”
• Values
– Ownership, Congruence, Constant Learning,
Integrity, Balance, Fun, Leverage, Gratitude, and
Abundance

6. Sales vs. Marketing
• Marketing’s job is to generate
leads
• Sales’ job is to convert leads
into customers

7. Marketing
• Target Market
• Unique Selling Proposition
• Guarantee
• 10x10 marketing strategies

8. The Secret Sauce
• Profile Your Revenue
• Segment Your Customers
• Systematize Your Sales Processes
• Focus on Five Ways To Results

9. Cross-Section of Sales
Funnel
Set goals for percent of total sales from each quadrant

10. Five Simple Steps To Massive Results
1/2 Number of Leads
= Number of Customers
X
Conversion Rates
3/4 Number of Transactions = Revenue
x
Average $ Sold
x = PROFITS
5 Margins

11. The Shortest Course on Sales
Ask Questions and
Listen!

12. Direct Selling Rule
• People buy from people they trust
• People trust people who they like
• People like people who like what they
like

13. Segment Your
Customers
Don’t complain about the economy
until you have 10 pieces of personal information
on every prospect and customer!

14. Sales funnel
• Suspect
• Prospect
• Lead
• Shopper/customer
• Client
• Fan
• Raving Fan

15. Implementation
• Customer contact database
• Postal mail
• Email
• Direct calls
• Print/Radio/TV advertising
• Social media

16. Social Media Made
Simple
• Content
• Context
• Contacts

17. Email Marketing
Made Simple
• Build your list where you already connect to people
• Types of permission
• Explicit opt-in “Join my list”
• Implicit (assumed)
• Add value
• Promotional
• Relational
• Informative
• Form/format
• Newsletter
• Promotions/Invitations/Surveys
• Announcements
• Call to action!

18. Telemarketing
Made Simple
• List
• Script
• Calling Associate
• Supervision
• Product or Service

19. Questions?
19

20. BEFORE YOU LEAVE
Make sure you are signed
in
Fill out evaluation
Meet 1 new person
20

21. Our Mission: World
Abundance Through
Business Education
High Performance Must-Do's:
What Every Management Team Should Know
Thursday, February 16 5:30 - 7:30,
NC State Office of Technology Transfer
GrowthCLUB
March 27, 2012
The Greatest Coach Ever! Life Lessons from
Dean Smith, Roy Williams, Coach K and Jimmy V
March 16th
Carolina Club (On UNC campus)

22. Jim Jubelirer
Certified ActionCOACH
308 West Rosemary Street, Suite 307
Chapel Hill, NC 27516
(919) 969-7818
jimjubelirer@actioncoach.com
www.actioncoach.com/jimjubelirer