Oh now this is going to be fun.

Introduction

Agenda• The Actual Services• Engagement Process• Reporting System• BizziBiz Labs• BizziBiz Customer HQ• Project Teams• Customer Experience

The Goals• Educate you on how to sell the BizziBiz

products and services• Create understanding of our dedication

to creating a great customer experience• Give you a brief understanding of how

the team will fulfill on the projects• Create awareness of our product and

service offerings• Have some FUN!

For the geeks in the audience.

The Actual Services

The Buckets

• Search Engine Optimization (SEO)• Search Engine Marketing (SEM)• Social Media Optimization (SMO)• User Experience (UX) and Conversion

Rate Optimization (CRO)• Email Marketing and List Building• Mobile and SMS Marketing• Website design and development

Derivative Products

• Marketing Strategy• Campaign design• Conversion Tracking• Copywriting• Content Creation• Analytics• Branding

Dashboard Add-On Tools

• Local Listing Monitor- Yelp Reviews• Alerts- Google Alerts for Trends/Company Updates• Twitter Listing and Mentions• Access to our HQ Email Marketing System• Ranking Listings- Press a button see where u are ranked on google,

tracking• Text Massage Blasts- Platform in HQ• 1-800 System Platform-Asterik Server• Anlaytics-Advanced Analytics, Funnel Visualizations• HeatMaps, UX Conversion Fold• Content Distribution Tool- One Place to do it all, API• Dashboard• Leightweight CRM• ROI Tracking

*May not be available in phase one

Custom Solutions

• Complicated stuff• People don’t KNOW what they want• No out of the box solutions• Makes pricing and packages difficult• Selling services, not products• Context-sensitive• Integration

What we sell, how we sell it, and why.

Engagement Process

13

The Actors

The Do’ersThe Franchisee The CatalystThe Biz Owner

The BizziBiz Sales Process

Quick Assessment

(QA)

Quick Report (QR)

Project Intake Form

(PIF)Roadmap GO!

Get Paid

WOW! Holy S%&T

Get Paid

Step 1 - Quick Assessment (QA)

• What is it?– Online form– Around 30 easy questions– Questions about business and digital

presence– No long answers

Step 1 - Quick Assessment (QA)

• How is it done?– Franchisee can do this with client directly– Done in web browser (iPad, laptop)– Requires internet– 20-30 Minutes

Step 1 - Quick Assessment (QA)

• Components– Questions about your business– Questions about your customers– Questions about your marketing– In-House Skill Evaluations

Step 1 - Quick Assessment (QA)

• Why do we need it?– Asks questions needed to build QR– Build relationship– Establish credibility with good questions– Business owners like being quizzed on their

business

Step 2 – Quick Report (QR)

• What is it?– Digital marketing grade card– Grade, tips, graphs, charts, metrics– Automatically generated from QA– Educate the customer a little– 3 pages maximum

Step 2 – Quick Report (QR)

• How is it done?– Automatically generated from the quick

assessment input data and website URL– Requires internet– Utilizes the BizziBiz website analyzer tool – Available online within a minute or so– Automatically emailed to client and

franchisee– Available in Franchisee HQ

Step 2 – Quick Report (QR)

• Components– Digital marketing grade– Social media reputation– Online mentions– Mobile friendliness score– Areas for improvement– Threats and opportunities

Step 2 – Quick Report (QR)

• Why do we need it?– Shows an immediate WOW!– Help determine which PIF to give them– Recommended budget range– Delivers some value even if they DON’T go

with us– Gathering competitive data for business

intelligence

Sell Roadmap

• Cost - $177 (SRP)• Have sample roadmaps available• Shortens the initial close• Shows they are committed• Gets them in the door• Better prospects with higher close rate• Differentiator

Step 3 – Project Intake Form (PIF)

• What is it?– Longer form of detailed questions– 1½ hours to complete– Based on their recommended services– Long answer questions about business

Step 3 – Project Intake Form (PIF)

• How is it done?– QR determines which PIF question set to

give them– Go through the printed or digital version of

the form with them and fill it out– After completion it needs to be entered into

the HQ system digitally– PIF is sent to catalyst for approval,

verification, review, roadmap, and pricing

Step 3 – Project Intake Form (PIF)

• Components– Products and services– Differentiation– Marketing strategies– Target Market– Brand and Culture– Current online and offline marketing

situation

Step 3 – Project Intake Form (PIF)

• Why do we need it?– Used to build their custom digital marketing

strategy (Roadmap)– Build relationship– Establish credibility with good questions– Can be taken to another provider (value

added regardless)

Step 4 – The Roadmap

• What is it?– Customized digital marketing strategy for

small business– Between 6-12 pages generally– Content and length varies based on project– 6 month plan

Step 4 – The Roadmap

• How is it done?– Built by selecting catalyst and project team– Based on the input from the QA and PIF– Takes 1-5 business days to prepare– Catalyst may contact business owner directly

with additional questions

Step 4 – The Roadmap

• Why do we need it?– Digital marketing needs a sound strategy– Delivering results– Delivers some value even if they DON’T go

with us– Price quotes

Step 4 – The Roadmap

• Components– Provide initial 6 month plan– Roadmap will contain THREE actual packages

(slow, med, fast)– Recommended time allocation percentages

for each of the BizziBiz service offerings

Sell Plan

• Franchisee and catalyst review roadmap• Franchisee visits customer and calls in

catalyst to help close• Month-by-month contract• Cancel upgrade/downgrade anytime• Prices ranging from $250/mo -

$10,000/mo

Contract Close

The Outcomes• Streamlined and tested process• Relationships• Customer Experience• Results focused• Your own digital marketing partner• Conversion definition and tracking• Variable pricing models

The BizziBiz Sales Process

Quick Assessment

(QA)

Quick Report (QR)

Project Intake Form

(PIF)Roadmap GO!

Get Paid

WOW! Holy S%&T

Get Paid

Show me the numbers baby!

Reporting System

Components

• Progress of campaign– SEO– SMO– SEM– User Experience and CRO– Email Marketing and List Building– Mobile and SMS Marketing

*Will vary based on the size and type of the contract

Components

• Overall areas for improvement• Work completed in previous month• What we are going to do next month

(reallocation)

Monthly Reports

• Reports available on client and franchisee CRM on a specific date each month (typically first week of the month)

• Review sessions scheduled with catalyst (and preferably the franchisee as well so they can continue to foster the relationship and provide positive advice)

• Conference call in - Limited to 1HR (typically)• Agility of the program• Every six months the actual roadmap document is updated

– Opportunity for upsell/cross-sell– Catalyst should make the Franchisee the hero by providing recommendations

to Franchisee for cross and upsell.

Einstein ain’t got s%#t on us!

BizziBiz Labs

Philosophy

• Rapidly changing technologies and best practices

• Being ‘real’• Blackhat/Whitehat and

ethical marketing• Being leaders in the space

Process Development

• Continue to develop systems to increase productivity for each service offering

• Create a better customer experience• Reduce the workloads where possible• Increase scalability• Find new ways to leverage lower-cost

labor• Quality products – always.

Product Development

• Monitoring for new tools and competitor products• Creating new tools and products• Staying ahead of the curve with new digital marketing

trends• Exploring new and innovative digital marketing

techniques• Embracing new communication channels and devices• Research and test new concepts

Compliance

• FTC CAN-SPAM• FCC Regulations• Mobile Marketing Association best

practices• Industry best practices

We grow with you.

Project Teams

Traditional Model

Our Model

Our Model

BizziBiz Labs

Project Team

Project Team

Project Team

Project Team

Who’s on a team?

Catalyst John

SEO

SEM

SMO

Mobile

Email

Copywriter

Design

Developer

Catalyst Sally

SEO

SEM

SMO

Copywriter

Design

Developer

Catalyst Bob

SEO

SEM

SMO

Mobile

Email

Copywriter

Design

Developer

Team Development

• Each week team members will meet with their expertise group and the respective R&D member

• Team members are encouraged to learn about other expertise areas

• Rewarded based on how successful the team is at delivering results to their customers

Why do it this way?

• Results-driven• Scalable• Non-bureaucratic• Aligned with our open team culture• Innovative and collaborative ecosystem• Agile model• Can contract and expand

Be real. Be helpful. Be accountable. Be fun.

Customer Experience

Customer Experience

• Our customers should feel our culture• Help them even if it doesn’t benefit us• Be friendly all the time by keeping our employees

happy• Go that extra mile• Do random things for customers• Care about the success of YOUR customers• Be a little different• Be real, be helpful, be accountable, be fun

Customer Education

• Access to digital marketing training online• BizziBiz Digital Marketing Conference• Local educational events• Free Webinars• Blog• Coaching services

I’m tired of hearing myself talk.

Conclusion

Concluding Notes

• Focus on driving more business for the customer• Industry leading products and services• Built on strong personal relationship between the

franchisee and business owner• Consultative sales model with a focus on the

customer’s bottom line• Access to a vast array of resources and knowledge• Dedicated Catalyst• Great customer experience through the process• Well defined, easy, and intuitive process• Measurable, repeatable results

Wrap-Up• Engagement Process• Reporting System• The Actual Services• BizziBiz Labs• BizziBiz Customer HQ• Project Teams• Customer Experience

Now let’s go get lunch!

Thank you for your time!