WELCOME TO FIRST FRIDAYS!

EVERYTHING YOU NEED TO KNOW ABOUT RELATIONSHIP

MARKETING

Upcoming EventsClick 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

Strategic PlanStrategic 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

Vision, Mission, ValuesVision, 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

Sales vs. MarketingSales vs. Marketing

• Marketing’s job is to generate leads

• Sales’ job is to convert leads into customers

MarketingMarketing• Target Market• Unique Selling Proposition• Guarantee• 10x10 marketing strategies

The Secret Sauce

• Profile Your Revenue• Segment Your Customers• Systematize Your Sales Processes• Focus on Five Ways To Results

Cross-Section of Sales Funnel

Set goals for percent of total sales from each quadrant

Five Simple Steps To Massive Results

Number of LeadsX

Conversion Rates

= Number of Customers

= RevenueNumber of Transactionsx

Average $ Sold

= PROFITSxMargins

1/2

3/4

5

The Shortest Course on Sales

Ask Questions and Listen!

Direct Selling RuleDirect Selling Rule• People buy from people they trust

• People trust people who they like

• People like people who like what they like

Segment Your Customers

Don’t complain about the economy until you have 10 pieces of personal information

on every prospect and customer!

Sales funnel

• Suspect

• Prospect

• Lead

• Shopper/customer

• Client

• Fan

• Raving Fan

Implementation

• Customer contact database

• Postal mail

• Email

• Direct calls

• Print/Radio/TV advertising

• Social media

Social Media Made Simple

• Content

• Context

• Contacts

Email MarketingMade 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!

Telemarketing Made Simple

• List

• Script

• Calling Associate

• Supervision

• Product or Service

Questions?Questions?

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Our Mission: World Our Mission: World Abundance Through Abundance Through Business EducationBusiness Education

High Performance Must-Do's: What Every Management Team Should KnowThursday, February 16 5:30 - 7:30, NC State Office of Technology Transfer

GrowthCLUBMarch 27, 2012

The Greatest Coach Ever! Life Lessons from Dean Smith, Roy Williams, Coach K and Jimmy VMarch 16th

Carolina Club (On UNC campus)

Jim JubelirerCertified ActionCOACH308 West Rosemary Street, Suite 307Chapel Hill, NC 27516(919) 969-7818jimjubelirer@actioncoach.comwww.actioncoach.com/jimjubelirer