2143 cheviot ct. greenwood, in 46143 c 317.966.0096 o 317.884.4885 [email protected]...
TRANSCRIPT
2143 Cheviot Ct.Greenwood, IN 46143C 317.966.0096O 317.884.4885
Uncovering Hidden Revenue Through Sales & Marketing
Don’t get caught in the traps!
Marketing
Planning
Executing
Sales efforts as a part of marketing
Planning
Executing
A Blue Ocean Strategy
A blue ocean strategy is the exact opposite of a red ocean strategy. Blue ocean is about creating a market for something that did not exist before, and marketing it in a space free from competition.
A Blue Ocean Strategy
Red ocean strategy describes the standard method of doing business, in which everyone is battling for the same piece of the pie. Every company is a shark in direct competition with other sharks, scrambling for every scrap of food, or market share, creating a blood bath in the process, hence, the red ocean.
Albert Einstein,… Insanity: doing the same thing over and over again and expecting different results.
If you want something
different – do
something different!
The “Experience Economy”
If you change – they’ll change!
The OLD Way The NEW Way
Pet crematory Pet Memorial Center
Drivers Customer Care Team
Our Building Our Center
Ashes Cremated Remains
Urn Temporary Urn
Dig Opening & Closing
Pick up at the clinic Pick up at the Center
What do you want to be?
Take your own team to a new level,..
To ponder…
What’s the “why” message of your business?
WII-FM?What’s your brand?
Is it always consistent?
Is it time for a “fresh look?”
What are you marketing?
What’s your value offering?
Who are you marketing to?
Are your messages consistent with your market?
We Know What Families Want
A safe place to grieve.Their pets treated like
family members.Memorialization &
service options.
Does everyone know your “why” or the 30 second elevator speech?
The Key To Success,…
Persistency & Consistency!
Advertising vs. Marketing
Marketing is different from advertising because it is a process. Marketing is considered a campaign that is designed to create awareness of products, services and brands. Marketing believes in building relationships with customers and strengthening their overall customer satisfaction.
Advertising is a single component of marketing. Advertising is the piece of marketing that involves spreading the word about your business and products. Advertising is considered the most expensive piece of marketing. It includes ad placement, direct mail pieces, television, radio and internet advertising.
To establish a partnership relationship versus a supplier relationship,…
“Plan the work and work the plan!”
As for Sales…
“Hope is not a strategy!”
Chris Burke
What is your fear… after all -
“A man with an obsession is a man who has very little sales resistance.”
Is your sales territory mapped out?
Are the accounts prioritized and plotted?
Priority “A” Accounts – monthly
Priority “B” Accounts – quarterly
Priority “C” Accounts – every 6 months
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Find all of the gold nuggets!
• Groomers• Doggie Daycares• Dog Bakeries• Pet Friendly Restaurants• Pet Friendly Apartments• Human Funeral Homes• Human Cemeteries
Secret Marketing Successes
Your Look,…
Work smartNot HARD
The answer’s right under your nose – your existing clients!
“If you treasure it, measure it!”
A Good CRM Program
Important to track: Statistical Information:Email address? Other pets at home?Death Date? Where did the lead come from?Conversations? Will run your advertising budget for
next year
E-Newsletters To Continue “Dripping”
What will you tell them?Upcoming memorial serviceNational pet memorial dayPet memorial postings on your websiteNew memorial product that’s inUpcoming Golden Retriever rescue picnicUpcoming Holiday Remembrance Open HouseArtist of the monthAn interesting ritual that a family didWhere you will be this weekend!The local pet blessing
Use your Social Avenues to spread the word!
ASK your families to help!
Rescue Events – Pet FairsA Pet Blessing
Tell them what a fabulous addition this would make to the agenda!
And ASK FOR THE
MICROPHONE!
Find a way to ALWAYS keep your name in front!
Speaking of speaking,..
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What else could you educate your community on?
http://indianapolis-indiana.funcityfinder.com/2009/06/04/largest-indiana-private-companies/
Hello Human Resources!
On Hold Line Ideas…
• After hours service• Upcoming Memorial Service• Pet Loss Support Group• As a partner of the business
Or do a web survey… They’re Easy!
Copies of those thank-you cards…
Thanks for all you did to make our last memories of
Spike all about his life,…
This experience was as good as it could be with my loss
– all because of you!
What else will you use in your calls?
• Articles from the internet• Articles of what others are doing in pet loss• Local events that you will be participating in• Articles on pet loss• Articles on pet crematory issues/scandals• Articles on pet cemetery issues
They want it…Give it to them!
Educate
Partner with others!
Partner with others with a like mission...
Your Evangelists – Your Advisory BoardProjects Your VoiceIssues Another set of eyesVolunteers The Power of #s!
Ask for what you want!
Albert Einstein,… Insanity: doing the same thing over and over again and expecting different results.
If you want something
different – do
something different!
2143 Cheviot Ct.Greenwood, IN 46143C 317.966.0096O 317.884.4885