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Tim Nagle
Introduction to:
I don’t Understand how to market my business
Cannot generate leads
Cannot generate quality leads
My Marketing isn’t effectiveMy competitors are better at this than We are
I cannot convert leads into sales
?
Why are You Here?
Enhance Your Customer’s Experience!
What business are you in?
What happens when we have Effective Marketing?
Rough estimates
Kill Profits
Sucking sound from your wallets
Just anyone
Eliminate Price Competition
What can I do?
Understand The True Meaning of Marketing
Definition of Marketing• Management process through which goods and services move from concept to the
customer. As a philosophy, it is based on thinking about the business in terms of customer needs and their satisfaction. As a practice, it consists in coordination of four elements called 4P's: (1) identification, selection, and development of a product, (2) determination of its price, (3) selection of a distribution channel to reach the customer's place, and (4) development and implementation of a promotional strategy. Marketing differs from selling because (in the words of Harvard Business School's emeritus professor of marketing Theodore C. Levitt) "Selling concerns itself with the tricks and techniques of getting people to exchange their cash for your product. It is not concerned with the values that the exchange is all about. And it does not, as marketing invariably does, view the entire business process as consisting of a tightly integrated effort to discover, create, arouse, and satisfy customer needs."
Getting someone, who has a need, to know, like and trust
you.
What is The Definition of Marketing?
Benefits of
Profitability before GrowthI see many remodeling businesses searching for the magic solution on how to: generate more leads, more revenue, and higher profits.
What is the solution?
Narrow Your Focus on the ideal client
o Narrow and define your ideal client
o Current profitable clients
o Already refer
o Ideal Clients Value what you offer
THIS IS YOUR MARKETING FOUNDATION**
*
Focus on the ideal client
ProfitableNot profitable
Don’t Refer
Refer
A Customer Life Cycle
One of the most important marketing strategies the small business must master is the art of differentiation. Finding an important point of difference, one that matters to your ideal
clients.
Differentiate and Dominate
Why referrals are so powerful
Great ROI
Shorter sales cycle
Qualified leads
Expect to pay a premium
Generating Referrals
• Become a Brand• Enhance your customers Experience• Educate your existing & new customers• Target – Referral Sources• Make it a Culture• Be Unique- have fun with it, follow up!
Generating Referrals
• Become a Brand• Enhance your customers Experience• Educate your existing & new customers• Target – Referral Sources• Make it a Culture• Be Unique- have fun with it, follow up!
Generating Referrals
• Become a Brand• Enhance your customers Experience• Educate your existing & new customers• Target – Referral Sources• Make it a Culture• Be Unique- have fun with it, follow up!
Your marketing kit
Case for you – Difference
your story / FAQs
your process/ checklist
client testimonials
case studies
services/products
How do you deliver it?
Passion & Family
Systems And Processes
Uses for Marketing Kit’s Suites of information That Educate
Initial marketing brochure
Presentation
New Customer Kit
Memorable Completion!
Is Your Projects Completion Memorable? How about Beneficial?
Section One could be a survey on your company with a survey sheet to be filled out by the homeowners.
Section Two of the manual can be records. Collect any paperwork associated with the job and complete records of everything installed
The Third Section, should be instructions on how to refer your company
Educate – the perfect intro
How you can spot our ideal client
How to present our core message
Our referral offer
Our marketing process
How are You delivering your testimonials
Create your marketing strategy
Interview your clients
Determine how you are unique
Create a USP
Testimonial Recording
EVENTS
CLIENTS SHOWCASES
Client Showcase!