hma marketing presentation - timed

7/23/2019 HMA Marketing Presentation - Timed

http://slidepdf.com/reader/full/hma-marketing-presentation-timed 1/104

Jump to first page

How you can uncover

$10,000-$1,000,000 or

more in new foundsales from your

business in the next

60-90 days!

Maretin and "ellin

1



Jump to first page

Small business

administration study

60% of all new businesses failwithin the first six years ofoperation.

Dun and Bradstreet estimates

82% will go under by their 10thanniersary.

2



Jump to first page

!wo reasons why

businesses fail "ailure to understand the mar#et for the

business$s produt or serie.

“One of the biggest problems with small-business owners isthat they have a great idea about going into business, butthey don’t have a clue about the amount of work it will take toget their product or service to their clients.”Moe Mowry - Business Development Officer Small Business Administration

3



Jump to first page

!wo reasons why

businesses fail "ailure to understand the mar#et for the

business$s produt or serie.

“One of the biggest problems with small-business owners isthat they have a great idea about going into business, butthey don’t have a clue about the amount of work it will take toget their product or service to their clients.”Moe Mowry - Business Development Officer Small Business Administration

&nade'uate apitali(ation

3



Jump to first page

)ow should your mar#eting andselling be different today*

+sset mar#etingDisoering hidden assets,ptimi(ation-eerage

4



Jump to first page



Multi-pillar mar#eting

4


http://slidepdf.com/reader/full/hma-marketing-presentation-timed 7/104Jump to first page




Systemi(ation of your mar#eting proess

4




+sset mar#etingDisoering hidden assets,ptimi(ation -eerage


Systemi(ation of your mar#eting proess !hree ways to exponential growth

4




+sset mar#etingDisoering hidden assets

,ptimi(ation -eerage

Multi-pillar mar#eting Systemi(ation of your mar#eting proess

!hree ways to exponential growth erformane based

4



#our maretin sales mindset“Optimizing & leveraging” hidden marketing assets

1% &ast customers ' clients

5





(% )wner ex*ertise

5





(% )wner ex*ertise

+% "taff ex*ertise

5



Jump to first page



(% )wner ex*ertise

+% "taff ex*ertise

% nder-*romoted %"%&%

5



Jump to first page



(% )wner ex*ertise

+% "taff ex*ertise


.% ni/ue *roduct or service or

delivery

5



Jump to first page



(% )wner ex*ertise

+% "taff ex*ertise



delivery

6% "ub-*ar sales *erformance

5



Jump to first page



(% )wner ex*ertise

+% "taff ex*ertise



delivery


% elationshi*s with other

businesses

5



Jump to first page



(% )wner ex*ertise

+% "taff ex*ertise



delivery



businesses

2% 3ocation

5



Jump to first page



(% )wner ex*ertise

+% "taff ex*ertise



delivery



businesses

2% 3ocation

9% e*utation

5



Jump to first page



(% )wner ex*ertise

+% "taff ex*ertise



delivery



businesses

2% 3ocation

9% e*utation

10% 4urrent sales ' maretin

*rocess

5



Jump to first page



(% )wner ex*ertise

+% "taff ex*ertise



delivery



businesses

2% 3ocation

9% e*utation


*rocess

11% 4urrent customers ' clients

5



Jump to first page



(% )wner ex*ertise

+% "taff ex*ertise



delivery



businesses

2% 3ocation

9% e*utation


*rocess


1(% &ros*ective customers ' 5obs

5



Jump to first page



(% )wner ex*ertise

+% "taff ex*ertise



delivery



businesses

2% 3ocation

9% e*utation


*rocess



1+% *-sellin and *acain

o**ortunities

5



Jump to first page



(% )wner ex*ertise

+% "taff ex*ertise



delivery



businesses

2% 3ocation

9% e*utation


*rocess




o**ortunities

1% verae client value

5



Jump to first page



(% )wner ex*ertise

+% "taff ex*ertise



delivery



businesses

2% 3ocation

9% e*utation


*rocess




o**ortunities

1% verae client value

1.% 4ommunity relationshi*s

5



Jump to first page

,ptimi(ing and leeraging

78ettin the maximum return, for

the least amount of ex*ense, for the

lonest duration of time on

everythin you are currently doin

now, have done in the *ast and

will do in the future%:

6



Jump to first page

Many com*anies will not survive the

challenes of maretin because they are

only usin one or two *illars%

7

d v e r t i s i n g

! a l e s

! t a f f



Jump to first page

7;n order for any business towor, it must become a system,

so that the business wors

exactly the same way everytime, down to the very last

detail%:

Michael Gerber-Consultant Author,he “!” M"th

8



Jump to first page

!hree ways to exponentialgrowth

9

1% More *ros*ects



Jump to first page


9

1% More *ros*ects

(% ;ncrease conversion rate of *ros*ects

to customers



Jump to first page


9

1% More *ros*ects

(% ;ncrease conversion rate of *ros*ects

to customers+% ;ncrease in the value of customer

a% ;ncrease in the averae transaction value

b% ;ncrease in the number of transactions



Jump to first page

!hree ways to exponential growth

8rowth ob5ective (0<

"mall im*rovements in each area will

ive you dramatic rowth overall

/umber ofrospets losingatio /umber ofustomers +erageustomer rossSales

/ow "## x "#.##$ % &# x ',### % (&#,###

10



Jump to first page





/umber of

rospets

losing

atio

/umber of

ustomers

+erage

ustomer

ross

Sales/ow "## x "#.##$ % &# x ',### % (&#,###

13 "&# x "#.##$ % &) x ',### % (&),###

10



Jump to first page





/umber of

.rospe%ts

0losing

atio

/umber of

0ustomers

+erage

0ustomer

ross

Sales/ow "## x "#.##$ % &# x ',### % (&#,###

13 "&# x "#.##$ % &) x ',### % (&),###

23 "## x "&.##$ % &) x ',### % (&),###

10



Jump to first page





/umber of

rospets

losing

atio

/umber of

ustomers

+erage

ustomer

ross

Sales

/ow "## x "#.##$ % &# x (',### % (&#,###13 "&# x "#.##$ % &) x (',### % (&),###

23 "## x "&.##$ % &) x (',### % (&),###

43 "## x "#.##$ % &# x (',"## % (&),###

10



Jump to first page





/umber of

rospets

losing

atio

/umber of

ustomers

+erage

ustomer

ross

Sales

/ow "## x "#.##$ % &# x ',### % (&#,###

13 "&# x "#.##$ % &) x ',### % (&),###

23 "## x "&.##$ % &) x ',### % (&),###

43 "## x "#.##$ % &# x ',"## % (&),###

53 250 x 25.00% % 7.6 x 1200 % 96:120

10



Jump to first page





/umber of

rospets

losing

atio

/umber of

ustomers

+erage

ustomer

ross

Sales

/ow "## x "#.##$ % &# x (',### % (&#,###

13 "&# x "#.##$ % &) x (',### % (&),###23 "## x "&.##$ % &) x (',### % (&),###

43 "## x "#.##$ % &# x (',"## % (&),###

53 250 x 25.00% % 7.6 x 91200 % 96:120

+tual rowth +hieed 72.80%

10



Jump to first page

&erformance is maximi=ed

only when all maretinassets are leveraed in a

multi-*illar system, rowin

the business all + ways%

erformane based mar#eting

11



Jump to first page

>o better investment in your

business than maretin

7Maretin and innovation mae

money, everythin else is a cost%:

#eter $rucker Management Consultant

12

erformane based mar#eting



Jump to first page

13

erformane suess stories1

etail Store 92000 inestment 920000 sales inrease in 1st year +nnual ,& ; 000%2

2 Assuming 40% ross Margin

! "tili#ed all $ ways to grow te &usiness' optimi#ed and leverages all assets' implemented multi-pillar

system



Jump to first page

13



rofessional 94000 inestment 96200 sales inrease in :0 days +nnual ,& ; 4444%2



system



Jump to first page

13



rofessional 94000 inestment 96200 sales inrease in :0 days +nnual ,& ; 4444%2

Serie ompany 958000 inestment 940000000 sales inrease oer 2 years

+nnual ,& ; 1200%2



system



Jump to first page

13



rofessional 94000 inestment

96200 sales inrease in :0 days +nnual ,& ; 4444%2

Serie ompany 958000 inestment 940000000 sales inrease oer 2 years +nnual ,& ; 1200%2

<anufaturing ompany 912000 inestment 90000 sales inrease in 1st year +nnual ,& ; 1844%2



system



Jump to first page

14

<ar#eting multi=pillarsystem

1. >.S.. ? @.A..



Jump to first page

14


1. >.S.. ? @.A..

2. @xponential mar#eting



Jump to first page

14


1. >.S.. ? @.A..


4. elationship mar#eting = ,ptimi(e ustomer

database



Jump to first page

14


1. >.S.. ? @.A..



database5. Strategi alliane mar#eting



Jump to first page

14


1. >.S.. ? @.A..




. ustom adertising = eb optimi(e the media



Jump to first page

14


1. >.S.. ? @.A..





6. ommunity relations mar#eting



Jump to first page

14


1. >.S.. ? @.A..






7. C,ne to one diret mar#eting



Jump to first page

14


1. >.S.. ? @.A..







8. ord of mouth referral



Jump to first page

ni/ue "ellin &ro*osition?xtra @alue &ro*osition A%"%&% ' ?% @% &%B

7Cifferentiate or Cie: by Dac Erout

illar E1

15



Jump to first page



illar E1

Ewo Fuestions #ou >eed Eo nswer

1% Ghy do *eo*le do

business with you now

(% ;f they are not doin

business with you now,

why should they

15



Jump to first page



illar E1

Ewo Fuestions #ou >eed Eo nswer Ehree Gays Eo chieve %"%&% ' ?%@%&%

1% Ghy do *eo*le do




why should they

15



Jump to first page



illar E1


1% Ghy do *eo*le do




why should they

1% &rice leadershi*

15



Jump to first page



illar E1


1% Ghy do *eo*le do




why should they

1% &rice leadershi*

(% Cifferentiation

15



Jump to first page



illar E1


1% Ghy do *eo*le do




why should they

1% &rice leadershi*

(% Cifferentiation

+% Earet ' >iche

&rice leadershi*

Cifferentiation

15



Jump to first page

)*timi=in current maretinfor ex*onential sales

16

illar E2



Jump to first page


1% ;nterate the "& ' ?@& into all maretin efforts

16

illar E2



Jump to first page



(% 4onsistently wor at increasin the conversion rate

16

illar E2



Jump to first page




% "ales trainin

I% Jollow-u* systems

16

illar E2



Jump to first page




% "ales trainin


+% lways wor at increasin the averae client value

16

illar E2



Jump to first page




% "ales trainin


+% lways wor at increasin the averae client value

% Hiher averae transaction value

I% ;ncrease number of transactions

16

illar E2



Jump to first page

)*timi=in customer base74ustomer relationshi* maretin:

17

illar E4

"et-u* a system for ca*turin and sementin the different ty*es of clients

ill E4



Jump to first page


&ast

% e-ca*ture

17

illar E4


ill E4



Jump to first page


&ast

% e-ca*ture

&resent

% etain

I% Gor the bac-end

17

illar E4


ill E4



Jump to first page


&ast

% e-ca*ture

&resent

% etain

I% Gor the bac-end

17

illar E4


&ros*ective

% Jollow-u*

I% ?ducate

4% 4lose aain

ill E5



Jump to first page

"trateic alliance maretin

18

illar E5

ill E5



Jump to first page


1% #our own client base

18

illar E5

ill E5



Jump to first page



% "ee an endorsement

18

illar E5

ill E5



Jump to first page




(% 4om*limentary businesses outside your

client base

18

illar E5

ill E5



Jump to first page





client base

% 4ross-sell other services

18

illar E5

illar E5



Jump to first page





client base

% 4ross-sell other services

I% Gor their client base

18

illar E5

iller E



Jump to first page

4ustom advertisin

web and ?-commerce

19

iller E

iller E



Jump to first page

4ustom advertisin

web and ?-commercell media members wor! #ou must learn to create "#>?8# if you are oin

to maximi=e your maretin and advertisin investments%

19

iller E

iller E



Jump to first page

4ustom advertisin



1% Have the first four ste*s in *lace and worin

19

iller E

iller E



Jump to first page

4ustom advertisin




(% Have a s*ecific ob5ective to accom*lish with the media

19

iller E

iller E



Jump to first page

4ustom advertisin





+% se each member of the media for its strenth

19

iller E

iller E



Jump to first page

4ustom advertisin






% Ehree elements will determine success% #ou must maximi=e all threeK

% Gho does it reach

I% How often does it reach them - fre/uency

4% Ghat is the messae

19

iller E

iller E



Jump to first page

4ustom advertisin






% Ehree elements will determine success% #ou must maximi=e all threeK

% Gho does it reach

I% How often does it reach them - fre/uency

4% Ghat is the messae

.% Eest aainst the control measure in terms of *rofitability% ;f it is *rofitable

do it some more%

19

iller E

illar E6



Jump to first page

4ommunity relations maretin

20

illar E6

illar E6



Jump to first page


1% 4ommunity maretin is imae maretin

and results maretin

20

illar E6

illar E6



Jump to first page



and results maretin

(% 3everae the donations you *rovide to

rou*s and associations

20

illar E6

illar E6



Jump to first page



and results maretin



+% ?ducate

20

illar E6

illar E6



Jump to first page



and results maretin



+% ?ducate

% &ress releases

20

illar E6

illar E7



Jump to first page

Cirect or 7one-to-one: maretin

21

illar E7

illar E7



Jump to first page

Cirect or 7one-to-one: maretin1% Ey*es of direct maretin

21

illar E7

illar E7



Jump to first page


- Cirect mail

21

illar E7

illar E7



Jump to first page


- Cirect mail

- Eelemaretin

21

illar E7

illar E7



Jump to first page


- Cirect mail

- Eelemaretin- Cis*lays

21

illar E7

illar E7



Jump to first page


- Cirect mail

- Eelemaretin

- Cis*lays

- "ales*eo*le

21

illar E7

illar E7



Jump to first page


- Cirect mail

- Eelemaretin

- Cis*lays

- "ales*eo*le

- Geb ' ?-commerce

21

illar E7

illar E7



Jump to first page


(% Mae all tools direct res*onse oriented

- Cirect mail

- Eelemaretin

- Cis*lays

- "ales*eo*le

- Geb ' ?-commerce

21

illar E7

illar E7



Jump to first page



- Cirect mail

- Eelemaretin

- Cis*lays

- "ales*eo*le

- Geb ' ?-commerce

?very direct maretin effort needs to do the same

thin you would do in *erson

21

illar E7

illar E7



Jump to first page



- Cirect mail

- Eelemaretin

- Cis*lays

- "ales*eo*le

- Geb ' ?-commerce



Have a re*ly mechanism

21

illar E7



Jump to first page



- Cirect mail

- Eelemaretin

- Cis*lays

- "ales*eo*le

- Geb ' ?-commerce



Have a re*ly mechanism

Eest-test-test

21

illar E8



Jump to first page

7Gord of mouth: maretin

22

)ow we wor# with you



Jump to first page

23

)ow we wor# with you

7 coach is someone who maes you

do what you donLt want to do so you

can be who you want to be%:Tom Landry, former Dallas Cowboys Coach

<ar#eting game plan



Jump to first page

24

a et g ga e p a

1. ustomi(ed mar#eting system

<ar#eting game plan



Jump to first page

24

g g p


2. ustomi(ed mar#eting system and

implementation

<ar#eting game plan



Jump to first page

24

g g p



implementation4. "ast start

<ar#eting game plan



Jump to first page

24

g g p



implementation4. "ast start

Complimentary consultation to evaluate

your ability to compete



Jump to first page

A successful company’s

marketing is systematized

through multiple marketingpillars, leveraging & optimizing

marketing assets, growing their

business all 3 ways




. ustom adertising = eb

optimi(e the media

5. Strategi alliane mar#eting

4. elationship mar#eting = ,ptimi(e ustomer base

1. >.S.. ? @.A..


25

G o r d

o f M o u t h

1 e f e r r a

l

7 ) n e

t o

) n e :

M a r e t i n

!

4 o m m u n i t y 1 e l a

t i o n s M a r

e t i n !

) * t i m i = e

t h e M

e d i a

" t r a t e !

i c 6

l l i a n c e

M a r e t i n

!

1 e l a

t i o n s h i *

M a r e t i n

!

" a l e s " t a f f

6

d v e r t i s i n !

Asset Marketing

$



Jump to first page

A successful company’s

marketing is systematized

through multiple marketingpillars, leveraging & optimizing

marketing assets, growing their

business all 3 ways




. ustom adertising = eb

optimi(e the media

5. Strategi alliane mar#eting

4. elationship mar#eting = ,ptimi(e ustomer base

1. >.S.. ? @.A..


G o r d

o f M

o u t h

1 e f e r r a

l

7 ) n e t

o ) n e :

M a r e t i n

!

4 o m m u n i t y 1

e l a t i o n

s M a r e t i n

!

) * t i m i = e

t h e M e d i a

" t r a t e !

i c 6 l l i a

n c e

M a r

e t i n !

1 e l a

t i o n s h i *

M a r e t i n

!

? x *

o n e n t i a l

M a r

e t i n !

- % "

% & % ' ? % @ % & %

Asset Marketing

$

26



For more information:

hma marketing presentation - timed

Documents