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“Motivating People - Driving Results“
“Your Leader In Results Based Marketing“716-871-1111
www.ThinkTargetGroup.com
Introduction
Brian Sebastian – Owner of The Target Group Inc.
I am a Business Performance “Optimization” and “Implementation” Specialist
My strength is finding overlooked sales opportunities or under performing business activities that most organizations don’t see or know how to tap
Introduction
My goal for today is to accomplish 4 Things:
1. Talk about the power of Systems, Optimizing, and the ability to Implement.
2. Strategies to help you… Attract, Convert and Retain Clients, while reducing costs and improving your bottom line.
3. Show how you can grow your business 15-100% or more without spending any extra money on advertising.
4. Learn more about your organization, identify hidden assets and opportunities that can be optimized, answer all of your questions, and see if it is a fit for us to work together.
Business Performance SpecialistsSales & Marketing- Attract, convert and retain clients- Increase sales, Improve margins & Grow your
business- Increase brand recognition and market
share
Human Resources- Recognize employees and increase their
performance- Establish the “right” behavior and culture in
your work place- Motivate, appreciate and drive employees to be
their very best.- Reduce costly employee turnover.
Operations- Recover “lost money” due to errors and
overcharges- Drastically reduce operations costs
Our Mindset Is “Working Together”
At The Target Group our goal is to ”WORK TOGETHER” with you and your organization on the things most important to business growth.
T.E.A.M! (Together Everyone Achieves More)
Not looking for the typical buyer/seller relationship.
Accomplishments - TEAMWORK
Our Target Team: Credited with 14 consecutive PPAI Golden Pyramid Awards for creativity
and innovative in measurable marketing campaigns.
SGIA Golden Image Award Impressions Award
The PPAI Award
Some of our highlights include:• 25 years in business.
• Selected as the “Promotional Distributor of choice” for the RNC (Republication National Convention) being vetted and beating out all other companies for this honor.
• Provided Promotional Products for George W. Bush and awards for his Inaugural Dinner.
• Formed a “Strategic Alliance” with Jim Kelly four time AFC Champion and Hall of Fame Quarterback of the Buffalo Bills, bringing in his company Hall of Fame Promotions into The Target Group.
ACCOMPLISHMENTS
Strategic AllianceThe Target Group welcomes Jim Kelly & Hall Of Fame
Promotions!
Organized Professionals Blooper
1989 TARGET PROMOTIONS OPENED
Relationship Building: Promotional Product Marketing is a powerful form of advertising when used correctly! Promotional Products create a lasting memorable impression, Brand your company, and will help you Attract, Convert, and Retain clients.
• Useful• Wanted• Appreciated• Long Lasting • Build Good Will• Very Cost Effective• Lowest cost per impression• Best way to Brand
Custom apparel, branded clothing,
uniforms, and team gear is a moving billboard as well as a personal endorsement for your organization.
Capabilities include: Embroidery, screen printing, letters, numbers, tackle twill, all over print, 4 color process, and multi-media.
• Newest innovative equipment. 14
color high speed machine, container pricing! Quality can’t be matched! On-line stores, and complete fulfillment services.
• http://www.targetda.com/ http://www.sportcousa.com/sa-catalog2013.html
Custom Apparel
Creative Piece Design – Attract & Convert
RESULTS!This Creative Marketing Piece generated an incredible 25% response rate and 75 new members!
We lowered the cost to acquire a new member from approximately $2,500.00 before our creative piece, And reduced it down to $52.00 per new member!
Can you see how a “Targeted” Creative Piece can create a positive response? Can you see how measurable it is to use this type of direct rifle shot marketing?
Can you see how this would work in your business?
Creative Piece Design – Attract & Convert
Creative Piece Design – Attract & Convert
Pizza Cutter Promotion
Creative Piece Design – Attract & Convert
Swiss Army Knife
Promotion
Creative Piece Design – Attract & Convert
Creative Piece Design – Attract & Convert
Creative Piece Design – Attract & Convert
Targeting Your Message
• KEY: It costs the same amount of time, money, and effort to market and operate your business whether your strategy is successful or NOT!!
• Just for fun, Write a short 30 second commercial, (elevator speech) about how you would explain your company.
Optimize For Results
YOUR MESSAGES MUST BE COMPELLING!
“What We Do”Messages that do not resonate
(“I, We”) vs.
“What’s In It For You”?Benefit Driven Message (Impact)
(“You, Your”)
Headlines must be intriguing, and capture the prospects attention.
The right headline can outperform by as much as 500% or more!
Pain / Fear outsells gain 5/1 Emotions outsell logic 5/1
WHY EXCEPTIONAL CUSTOMER SERVICE IS THE NEW MARKETING!
• 12-72 Rule. News travels fast especially bad news!!
• Jeff Jarvis – Unhappy experience with Dell Inc. over laptop computer
• Went on buzzmachine.com & sent an open letter to Michael Dell
• Others jumped on to tell their Dell horror stories
• Consumers went to Dell’s site and posted harsh messages
• Consumers Googled Dell they were hit with the harsh messages
• Grabbed attention of PC World, Business Week, & The Wall Street Journal
• 1,000’s upon 1000’s heard about it
WHY EXCEPTIONAL CUSTOMER SERVICE IS THE NEW MARKETING!
• Bob Garfield received poor, unresponsive service by Comcast Cable
• Launched a site…“comcastmustdie.com”
• Over 700 supportive comments online
• Vince Ferrari called to cancel his AOL account
• The representative was rude, and refused to cancel
• He recorded the 21 minute conversation, posted it on YouTube and had 62,827 views in two days.
• He was called by CNBC, The New York Times and appeared on the Today Show
Their pains
Their fears
Theirworries
Their problems
Their interestsTheir
frustrations
Their challenges Their
troubles
Their difficulties
“YOUR NUMBER One Marketing OBSTACLE
YOUR PROSPECT’S PREOCCUPATION BARRIER!YOU HAVE COMPETITION FOR YOUR MESSAGES
Your audience is exposed to approximately 2500 marketing messages a day!What are your prospects thinking about? – Themselves!
START BY AUDITING THE HIDDEN MARKETING ASSETSIN YOUR BUSINESS
FIND AND WORK ON THOSE THAT ARE UNDERUTILIZED AND/OR
UNDERPERFORMING
FIND OVERLOOKED SALES OPPORTUNITIES AND UNTAPPED SALES POSSIBILITIES
Attract, Convert and Retain Clients
COMMON HIDDEN MARKETING ASSETS
There are numerous Hidden Marketing Assets that may be limiting your growth.
Here are a few common ones.UNDERPERFORMING ASSETS NEGATIVE IMPACT ON YOUR BUSINESS
Advertising that falls short
Broken Sales & Marketing Process
Poor Website Performance
Reduces Prospects
Reduces Prospects, Lowers Conversion Rate, and Lowers Customer Worth
Reduces Prospects, Lowers Conversion Rate, and Lowers Customer Worth
COMMON HIDDEN MARKETING ASSETS
UNDERUTILIZED ASSETS NEGATIVE IMPACT ON YOUR BUSINESS Relationships with Other
Businesses
Competitive Advantage not Articulated or Integrated
Past Customers
Limits New Prospects
Reduces Prospects, Lowers Conversion Rate, and Lowers Customer Worth
Reduces Conversion Rate and Lowers Customer Worth
KNOW YOUR CORE SALES NUMBERS!
…How many new prospects are you touching a month from all sources?
…How many prospects are buying a month (your conversion rate)?
…What is your average sale?
Remember, the DATA SPEAKS!
It will tell you what assets are underperforming and/or underutilized. It will show you overlooked sales opportunities and untapped sales possibilities.
GET YOUR ARMS AROUND YOUR CORE SALES NUMBERS!
MARKETING WITH A SYSTEMMarketing and Sales Results Occur, Good or Bad, Because a System is in Place Producing Them!
RANDOM MARKETING
Toes in the Water
Lack of Commitment
“Silver Bullet”
Throwing Money at Marketing
Inconsistent
UnrelatedShotgun
Winging itStop n’ Go
Mercy of the Marketplace Hit n’ Miss
Hope
MARKETING WITH A SYSTEM
Capture Core Sales Numbers
Track Core Sales Numbers
Map Results / Develop Ratios
Evaluate Results
Tweak and Optimize the Process
Create a Sustainable and Repeatable Process
MAPPING YOUR CORE SALES NUMBERSAN EXAMPLE
BROKEN SALES AND MARKETING SYSTEM(SALES ARE FLAT, DECLINING)
MAP YOUR PROCESS AND EVALUATE RESULTS!
Retail Store Mails 500 Pieces to Prospects with a Coupon
50 Prospects Enter the Store
Sales Conversation Takes Place
10 Sales are made
Average Sale = $80 x 10 Equals $800
OPTIMIZATIONYOU WANT TO GET THE MOST OUT OF EVERY STEP
IN YOUR SALES AND MARKETING PROCESS
SO, HERE ARE SOME KEY OPTIMIZATION QUESTIONS FOR EACH STEP IN THE EXAMPLE:
Step 1 – Retail Store Mails 500 Pieces to Prospects with a Coupon
* Direct-Response Advertising – Ads, Billboards, etc.?* Referrals?* Networking?* Joint Promotions?* Business Alliances?* Publicity Opportunities?* Search Engine Optimization (SEO) for our website?* Database Marketing – Prospective Customers, Current Customers, Past Customers?
GOAL = INCREASE PROSPECTS AND CUSTOMER WORTH
OPTIMIZATION
Step 1 – How Do I Make the Direct Mail and E-Mail More Effective to Increase Prospects?
* Right Target Market?* A Different, More Compelling Headline?* A Different Offer?* Build in more Benefits?* Offer Proof and Testimonials?* “You” Approach Rather Than a “We” or “Us” Approach?* Test it on a Smaller Population Before we Roll it Out?
GOAL = INCREASE PROSPECTS AND CUSTOMER WORTH
OPTIMIZATION Step 2 – 50 Prospects Enter the Store
* How do we create a more positive impression?* How do we make the store more inviting?* How do we create a relevant greeting?
GOAL = INCREASE THE CONVERSION RATEStep 3 - How Do We Increase the Persuasiveness of Our Sales Conversations with our Prospects, Prospective Customers, Current Customers, and Past Customers?
* Are we hiring the right people?* Do Our Sales Reps Have Consultative Sales Training That Teaches Them How to
Build Rapport, Trust, and Integrity in Their Sales Conversations? * Do our Sales Reps Know How to Sell to Different Styles of Buyers?* Do our Sales Reps Know How to Ask for an Order Without Being Pushy and
Shovey?
GOAL = INCREASE THE CONVERSION RATE
OPTIMIZATION
Step 4 – Sale Is Made or Not Made
* How do we improve the closing rate of our reps?* How do we generate more buying commitment during the sales conversation?
GOAL = INCREASE THE CONVERSION RATE
Step 5 – How Do We Increase the Average Value of a Sale?
* Are There Upsell Opportunities?* Are There Cross-Sell Opportunities?* Are There Back-End Selling Opportunities?
GOAL = INCREASE THE WORTH OF A CUSTOMER
• Let’s think about your sales letters, brochures, your post card campaigns, your website, your email campaigns, etc. Are you sure they are all conveying the proper message? Are they really getting the results you are looking for? Can they be optimized to get better results?
Optimize For Results
• If you want more sales…. ALL of your marketing must say the right thing and convey a benefit driven message!
• Using the right Headlines, Copy writing, and Visuals, makes the difference when it comes to maximizing RESULTS! In print, in video, on the web, in any advertisement or marketing campaign. Your message needs to convey your U.S.P and ALWAYS have a call to action!
Optimize at Every Touch Point.
Which Works Better: Headline A or Headline B?
A. Push Button Shave CreamB. Moisturized Shave Cream
A Pulled better by more then 2 to 1. The convenience of push buttons out pulled the appeal of moisturized shave cream.
The Power of Words
Which works Better: Headline A or Headline B?
A. How to legally stop paying corporate taxes through an “S” Corporation.
B. Form your own corporation without a lawyer for under $50
Option B Pulled 5 Times better than Option A!
The Power of Words
Which works Better: Headline A or Headline B?A: What is buffered aspirin?B: How to stop a headache without upsetting your
stomach.
Answer A pulled 50% better. The winning headline offered information and only had
four words.
The Power of Words
Rate these headlines in order of which pulled best (1) and which pulled worst (5). These were a series of headlines used in a trade magazine.
( ) How to talk to a horse( ) Free way to start horsing around( ) How to adopt a horse( ) Free gift if you love horses( ) Free lessons in horse training
The Power of Words
They are in reversed order, 5-4-3-2-1. Research has revealed that the word “free” works magic in ads and so do the words “how to”.
( 5 ) How to talk to a horse( 4 ) Free way to start horsing around( 3 ) How to adopt a horse( 2 ) Free gift if you love horses( 1 ) Free lessons in horse training
The Power of Words
The bottom line is this… your business is either “Growing” or ‘Dying” it is never staying the same. The question is, which way are you going?
Are you doing everything you can to optimize and systematize EVERY area of your business? Or are you just spending more money on advertising hoping to bring in more customers?
Optimize For Results
Do you have an effective and formal process in place to attract the right prospects? • How many leads are you generating per month? • How many of those leads are you converting into customers?• What happens to the leads that did not convert?• What happens to the leads when they come in?• What is the average customer worth to your organization?• How long does the average customer stay with your organization?• Are there customers that no longer do business with you?• Do you have a formal process in place to get those customers back?• Do you have a formal process to get more referrals? (98% of all businesses need referrals
but only 3% of them have a formal policy in place).• Do you have a “Touch” system to stay connected with your clients etc.?• Are you taking full advantage of co-op marketing, cross promoting and endorsement
opportunities?
Systematizing & Metrics
Do you participate at trade shows? Are your trade shows as effective as they can be? Or are you participating because your competitors are?
Look at the expense…The cost of participating in the show, the cost of your booth, the labor hours invested at the booth, cost of the brochures, cost of any promotional items used, cost of invitations, and the cost of post show follow up etc.. With so much being spent anyway, doesn’t it make sense to get the best results possible?
Question…Is it important for you to get “the right” people to your booth? If it is, can you see the benefit of us putting a formal process in place to do this?
Trade Show Success
Multi- Pillar Marketing can uncover $10,000-$1,000,000 or more in new found sales from your business in the next 90-120 days!
Hidden Marketing Assets
Multi-Pillar Marketing System
• This system uses “Core” tried and true marketing practices that will ALWAYS work in ANY economy.
• Used by IBM and Dell in their E-learning for over 25 years.
Small Business Administration Study
• 60% of all new businesses fail within the first six years of operation
• Dun and Bradstreet estimates 82% will go under by their 10th anniversary
Two Reasons Why Businesses Fail
• Failure to understand the market for the business’s product or service.
• “One of the biggest problems with small-business owners is that they have a great idea about going into business, but they don’t have a clue about the amount of work it will take to get their product or service to their clients.”Moe Mowry - Business Development OfficerSmall Business Administration
How should your marketing and selling be different today?
• Multi-Pillar / Asset Marketing
• Discover your hidden assets• Systematize your marketing process• Optimize all of your current processes
“Optimizing & Leveraging” hidden marketing assets
1. Past customers / clients
2. Owner expertise
3. Staff expertise
4. Under-promoted U.S.P.
5. Unique product or service or delivery
6. Sub-par sales performance
7. Relationships with other businesses
8. Location
9. Reputation10. Current sales / marketing
process11. Current customers / clients12. Prospective customers /
jobs13. Up-selling and packaging
opportunities14. Average client value15. Community relationships
“Getting the maximum return, for the least amount of expense, for the longest duration of time … on everything you are currently doing now, have done in the past … and will do in the future.”
Optimizing and Leveraging
Many companies will not survive the challenges of marketing because they are only using one or two pillars. A
dver
tisin
g
Sal
es S
taff
8
Systemization
“In order for any business to work, it must become a system, so that the business works exactly the same way every time, down to the very last detail.”
Michael Gerber-Consultant Author,The “E” Myth
Three Ways to Exponential Growth
1. Attract More prospects2. Increase conversion rate of prospects
to customers3. Increase in the value of customer
a. Increase in the average transaction value
b. Increase in the number of transactions
c. Increase client retention
Three Ways to Exponential Growth
Growth objective 20%
Small improvements in each area will give you dramatic growth overall
Number of Prospects
Closing Ratio
Number of Customers
Average Customer
Gross Sales
Now 200 x 20.00% = 40 x $1,000 = $40,0001) 240 x 20.00% = 48 x $1,000 = $48,0002) 200 x 24.00% = 48 x $1,000 = $48,0003) 200 x 20.00% = 40 x $1,200 = $48,0004) 240 x 24.00% = 57.6 x $1,200 = $69,120
Actual Growth Achieved 72.80%
Number of Prospects
Closing Ratio
Number of Customers
Average Customer
Gross Sales
Now 200 x 20.00% = 40 x 1,000 = $40,000
Number of Prospects
Closing Ratio
Number of Customers
Average Customer
Gross Sales
Now 200 x 20.00% = 40 x 1,000 = $40,0001) 240 x 20.00% = 48 x 1,000 = $48,000
Number of Prospects
Closing Ratio
Number of Customers
Average Customer
Gross Sales
Now 200 x 20.00% = 40 x 1,000 = $40,0001) 240 x 20.00% = 48 x 1,000 = $48,0002) 200 x 24.00% = 48 x 1,000 = $48,000
Number of Prospects
Closing Ratio
Number of Customers
Average Customer
Gross Sales
Now 200 x 20.00% = 40 x 1,000 = $40,0001) 240 x 20.00% = 48 x 1,000 = $48,0002) 200 x 24.00% = 48 x 1,000 = $48,0003) 200 x 20.00% = 40 x 1,200 = $48,0004) 240 x 24.00% = 57.6 x 1,200 = $69,120
Number of Prospects
Closing Ratio
Number of Customers
Average Customer
Gross Sales
Now 200 x 20.00% = 40 x $1,000 = $40,0001) 240 x 20.00% = 48 x $1,000 = $48,0002) 200 x 24.00% = 48 x $1,000 = $48,0003) 200 x 20.00% = 40 x $1,200 = $48,000
Performance Based Marketing
Performance is maximized only when all marketing assets are leveraged in a multi-pillar system, growing the business all 3 ways.
Performance Based Marketing
No better investment in your business than marketing
“Marketing and innovation make money, everything else is a cost.”
Peter DruckerManagement Consultant
Performance Success Stories• Retail Store
• $2,000 investment• $250,000 sales increase in 1st year• Annual ROI – 5,000%2
• Professional• $3000 investment• $62,500 sales increase in 90 days• Annual ROI – 3,333%2
• Service Company• $48,000 investment• $30,000,000 sales increase over 2 years• Annual ROI – 12,500%2
• Manufacturing Company• $12,000 investment• $550,000 sales increase in 1st year• Annual ROI – 1,833%2
2 Assuming 40% Gross Margin
1 Utilized all 3 ways to grow the business, optimized and leverages all assets, implemented multi-pillar system
Marketing Multi-Pillar System
1. Uncovering and Creating Your U.S.P. / E.V.P.2. Understand & Optimize Your Current Marketing Systems and Metric3. Understand & Optimize Your Current Sales Systems and Metric4. Understand & Optimize Your Sales Management Practices5. Understand & Optimize Your Current “Customer Buying Experience”6. Understand & Optimize Your Employee Performance /Recognition Strategies 7. Organize / Optimize your Current Database & Develop a Marketing System8. Create a Marketing Alliance System9. Develop Community Marketing & Strong Public Relations10. Develop & Establish a Stronger Web & Internet Marketing Presence11. Develop and Implement a Strong Social Networking Presence12. Develop Strong One to One Direct Marketing Campaigns13. Examine All Media Marketing & Advertising Possibilities, Metrics, & Practices
Having a USP like …Best Price, or Highest Quality, is like not having one at all! Everyone says the same thing. It does NOT Differentiate you from anyone else!
A good USP will let others know about your company, what you stand for, and why they should buy from you over all others including doing nothing at all!
USP’s Are Vital To your Success
Here are a few companies or brands that have such a strong USP you can define them in some cases with as little as one word!
• Crest Toothpaste – “Cavity Prevention”
• Visa – “Everywhere”
• Volvo – “Safety”
• Fed X – “When it positively needs to be there overnight”!
• Ferrari – “ Speed”
• Mercedes – “ Prestige” – “Engineering”
• Toyota – “ Reliability”
USP’s Are Vital To Your Success
“A coach is someone who makes you do what you don’t want to do so you can be who you want to be”Tom Landry, former Dallas Cowboys Coach
How We Work With You
A successful company’s marketing is systematized through multiple marketing pillars, leveraging & optimizing marketing assets, growing their business all 3 ways
1. U.S.P. / E.V.P.2. Exponential Marketing3. Relationship marketing –
Optimize customer base4. Strategic alliance marketing5. Custom advertising – Web
optimized the media6. Community relations marketing7. “One to One” direct marketing8. Web - Word of mouth referral
Word o f M
outh Referral
“ One t o O
ne” Market ing
Com
muni ty R
ela ti ons Mar ke ti ng
Opti m
ize th e Medi a
Stra tegi c Al liance M
arket in g
Rel ationsh ip M
arketi ng
Sales St af f
Advert is ing
Asset Marketing
$
Pillars
“Differentiate or Die”
Differentiate From The Rest
4 Ways We Work With Clients
1. Random Marketing We become the primary source for all
individual or specific marketing needs. Promotional items, custom apparel, brochures, a website, video shoot, copy writing, graphic design, logo creation, a redesign on a brochure, or any other form of marketing or advertising.
2.Creative Piece Developer: We will create the perfect “WOW FACTOR” piece, designed to command attention and brand your companies name, products or services in the mind of your client, as well as create an immediate call to action. For this we charge $2500. This price includes the time it takes to evaluate what the desired result is, brain storm possible scenarios, research and develop ideas, the time to bring all the elements together meaning copy writers, graphics, samples, packaging etc. to a custom creative piece designed for your organization. This fee covers creative consulting, any samples, mock ups, or art renderings needed to present. We do rebate 10% of this fee back to be used toward the cost of the individual marketing pieces developed.
4 Ways We Work With Clients
3.Multi - Pillar Marketing Implementer: Implement our proven 13 pillar hidden marketing asset system to your organization and increase your business in all ways possible. Each pillar takes about 2-6 weeks to complete. You can decide how many and which pillars you wish to execute. The cost per pillar ranges in price between $3000 to $9000 each. Each Pillar is designed to build strength off each other and in your organization and continue to build for many years.
4 Ways We Work With Clients
4. Project Manager Position: As your Project Manager we will help implement All Performance
Marketing Pillars, Projects and Strategies into your business over the coarse of 1 full year! The total cost is $50,000. The financial investment is for time spent in researching, analyzing, planning, organizing, project managing and helping to implement success strategies and processes necessary to grow your organization in the best and fastest way possible without wasting money on un-needed advertising! The investment does not include the cost to (build websites, print brochures, etc.) These strategies will bring back multiple times more value than the amount invested once implemented.
Bonus: If you are ready to move forward and we can agree to terms in the next 48 Hours the fee will be reduced by $10,000. So the total would be $40,000.
4 Ways We Work With Clients
We are the ONLY performance marketing & consultant team that guarantees our performance! Our goal is to make this no risk to you!
Our Un-conditional Guarantee!!!Any fees you pay me or my company to execute any of
the marketing systems, the fee will be covered by the increases in revenue or net profit that the systems generate or I’ll keep working the system at NO COST until you are satisfied!
Our Un-Conditional Guarantee!!!
The Target Group
We are the missing piece to your puzzle!
Lets Get Started! Call us at 716-871-1111 or send us an e-mail at
Babies cry for it…
Athletes strive for it…
Military heroes are willing to die for it…
Performance & Recognition
RecognitionEveryone needs to be Wanted, Appreciated, and Recognized!
When employees are recognized properly: • Their self esteem goes up.• Their attitude improves.• Their performance sky rockets. • They will become ambassadors for the organization.
The following outlines the importance of Performance and Recognition Strategiesand how The Target Group can help you
Performance & Recognition
Performance & Recognition
Performance & Recognition
At the Target Group, our greatest ability is to
“Motivate People & Drive Results!”
We help organizations reduce the high cost of employee turnover and improve employee performance.
The strategies and programs we have will allow you to attract andretain quality employees while motivating them to perform atmuch higher levels.
Performance & Recognition
For over 20 years, we have been helping some of the most successful organizations improve their businesses.
Performance & Recognition
Although many organizations we work with are from different industries, the one constant with all of them is …PEOPLE!! At
The Target Group our specialty is “Motivating People – Driving Results”
COST TO REPLACE AN EMPLOYEE: $13,295 500 employee
company x 10% turnover rate = 50 x 13,295 cost per
employee $664,750 Source: Robert Half International
Performance & Recognition
RECOGNITION DRIVES RETENTIONTop 5 Reasons Good Workers Leave:
Limited chance for advancement 41%Lack of recognition 25%Low Salary/Benefits 15%
Unhappy with Management 10%Bored with Job 5%Don’t Know/No Answer 4%
Source: Aberdeen
Performance & Recognition
Performance & Recognition
Performance & Recognition
Performance & Recognition
Performance & Recognition
“Cash is Not King” when it comes to increasing performance!
Yes it’s true…Employees will always say they would like cash for their employee performance award. But, is that really the right question to ask?
The question managers need to ask themselves is “what motivates
our employees to perform at higher levels”? Here are the facts! • Merchandise awards are remembered longer than cash awards.• 60% of employees view cash as compensation.• 53% of employees look at bonuses as something they are due.• Merchandise / luxury awards outperformed their cash group counterparts by 70-80%. Source: Robert Half International
Performance & Recognition
Why Merchandise (Luxury) Awards Outperform Cash!!!
• With money, an employee may ask him/herself “Is that all I’m worth?” which may be worse than not having an incentive at all.
• Cash incentives and bonuses often become expected compensation. • Non-cash incentives tend to be kept separate from compensation, thus standing out
as rewards for performance.• Non-cash incentives, such as luxury awards, are things people would love to have but
would never justify purchasing with their own money. This actually increases the intrinsic value of the award.
• Luxury incentives have trophy value and are more likely to be acknowledged than cash.
Check out the following link to see an amusing video covering the topic of Cash Gifts:
Seinfeld Video – “Gifts Are More Appreciated Than Cash”
Performance & Recognition
UtiliTarget / Cost Recovery
• Recover lost money in your utility and telecommunication bills
• 98% success rate in full audit with companies with more than 200 employees
• Proven process with more than 10,000 account locations audited across the US since 1991
• More effective than in house reviews and requires minimal staff time
UtiliTarget / Cost Recovery
UtiliTarget / Cost Recovery
Case Examples / Bill Analysis
You never know what to expect in an audit. Some of the clients who are doubtful that we will find anything new are completely amazed at what our process uncovers. We know from experience that there is value in taking a deeper look.
A Regional Department Store with Locations in PA, NJ, MD, WV, NY, CT, and NH, received a refund of $68,000 from a prior electric supplier for billing errors and received a rate schedule change for one facility that saves $24,000 annually.
We identified $80,000 in erroneous installation and termination charges for a National Financing Company on their data network. In addition, fraudulent credit card use was uncovered as well as minimum charges billed for phone lines that had been discontinued two years prior.
UtiliTarget / Cost Recovery
Case Examples / Cost Reduction
Two pharmaceutical clients, one in research & development and the other in specialized packaging, asked us to help manage their utility expenses. Both companies are comprised of multiple locations and have large energy expenditures.
After completing comprehensive audits, we identified refund opportunities of $180,000 and $150,000 respectively. In addition, recurring savings that totaled approximately $260,000 per year were also obtained through rate changes and timely procurement decisions.
We were able to obtain a $48,000 regulatory based refund for a plastics manufacturer with one location and monthly savings of about $1,600. Additional recommendations for an equipment upgrade and rate change produced another $3,300 per month.
UtiliTarget / Cost Recovery
Case Examples / Outsourcing
A New Jersey Hospital facility was looking at a rate increase of 14 percent with the start of full NJ electricity deregulation. We negotiated favorable alternate supply rates to maximize savings versus full service default rates. Savings have averaged $9,000 per month.
A Massachusetts property management firm was faced with increasing utility costs across multiple locations. We advised them on best rate choices and handled the confusing alternate supplier shopping process. Electric procurement savings have averaged over $17,000 per month.
UtiliTarget / Cost Recovery
UtiliTarget Explanation Video
UtiliTarget PowerPoint
UtiliTarget Information
UtiliTarget Website
UtiliTarget Print To Web Campaign
The Target Group
We are the missing piece to your puzzle!
Lets Get Started! Call us at 716-871-1111 or send us an e-mail at
“Motivating People - Driving Results“
“Your Leader In Results Based Marketing“716-871-1111
www.ThinkTargetGroup.com
A “Turnkey” Fundraising machine! The first of it’s kind offering
5 star quality food delivered directly to your door. This is an outstanding way to raise money all year long, continue to grow every year, with little effort on your end. Elite Specialty Meats is also an outstanding well received Executive Gift!!
An impressive way to say Congratulations, I apologize, Happy
Birthday, Happy Holidays, or Thank You to clients, employees, vendors, friends, or family!!
Cause marketing and Fundraising
• Creative Graphic Designs, Logo Creation, Branding (The right look and message is very
important. (Kleenex, sharpie example)• Professional Headline and Copy Writing (It’s not only what you say it’s how you say it.)• Contact Management Process and Development. Call scripting, data basing strategy and
development (Helping you stay organized)• Client “Touch” systems – Email campaign development. (Keeping in front of your
prospects and clients with the right message in a timely manner)• Power point design and creation – Training manuals – presentation systems• Complete training in your facility or ours! (Convenience) • Complete Website Design, Website correction, SEO (Organic, Ad words, and PPC). 3
parts… Having the “right kind of website that sells” a website that can be found by people looking for your products and services. And a site that captures the persons attention and information.
List of Things We Can DO
• Splash, Landing Page Creation and data capture. • Companion “Boost” Site Creation and optimization. (mini sites that pertain exactly to the
advertisement rather than dropping a person into your complete website. This is a bridge to the sale. These sites are SEO’d and video thumb nailed.
• Full service artwork / graphic design and printing. (Business cards, forms, brochures, signs, banners) (any printer will print, but we design copy that Works before it gets printed that’s the difference.)
• Variable Data printing and “PURL” technology. (Personalize any mailing and leading them to a personal welcoming web experience.)
• Complete Video Production. For Training, Web and Television (our location or yours we do it all.)
• Promotional Products. (choosing the right item and what to put on it)
3 Ways We Work With Clients
• Creative Piece Design (taking the right item and packaging it correctly with call to action, deliver to the right people and proper follow up and tracking results is key)
• Welcome Kit Creation (No better way to introduce your company or solidify a sale)• Creative Packaging• Custom Screen printed and embroidered apparel• Incentives Awards • Recognition, incentive and full performance programs• Trade show success programs• Wellness, safety, and suggestion programs• Account activation and retention programs
3 Ways We Work With Clients
• “Cause Marketing” programs used to raise money for your charity of choice and build Public Relations for your organization
• Fundraising opportunities• Mass Marketing, Print Media, Radio, TV, and Billboards• Press Release Creation and Placement• “Operations” Cost Recover strategies
Having these elements of your business done separately and put together by anyone other than someone who understands your business and has a solid understanding of marketing and advertising is like committing business malpractice.
3 Ways We Work With Clients
Do you have a Sales funnel system, or use squeeze pages? • http://www.keywordwinner.com/make-money/• Is there a need for Custom CRM implementation or programming?• Do you need a custom Mobile App developed for your
organization?
Question….What is it costing you NOT to have these things in place?
Optimizing Your Organization
Below are links to videos that explain in detail how The Target Group can help you:
• Create Employee Excellence Health Care Video
• Recruit, Motivate, and Retain a quality work force HR Video
• Grow your Business Sales / Mktg. Video
• Develop a Safe Work Environment Video
• Increase Sales Video
Performance & Recognition
Our Unique Selling Proposition
At the Target Group, we look at marketing differently than everyone else! We will increase your business by 25 – 100% or more without you having to spend any extra money on advertising! We do this by optimizing many of your current assets, and developing systematic ways to grow your business rather than just selling you more advertising!
This is backed by Our Un-conditional Guarantee!!
We can work with you in any of fourdifferent ways: 1. Conduct a complete Marketing Audit and Strategy Development Meeting. 2. Create your Customized Marketing System and Plan for Implementation. 3. Conduct a 30 Day Fast Start Program at your business. 4. Full Project Implementation.
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Everything that our Target Hidden Marketing AssetsMarketing Systems will do for you is fullyguaranteed. You will at least make back in profit anyfees that you pay to us or we will continueto work for you at no charge until you do!
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Promotional Products
Promotional products were used as far back as 1789 when President George Washington used commemorative buttons for his inauguration.
If implemented correctly, promotional products is the most effective form of marketing and advertising. They motivate people to act, build goodwill and strengthen you brand. It is the only form of advertising that is appreciated and people will actually thank you for.
Custom Apparel
At the Target Group we do it all when it comes to custom branded clothing, uniforms and team gear! Embroidery, screen printing, letters, numbers, tackle twill, all over print and multi-media.
• We can custom package and label each piece.
• Build an on-line store • Pick, Pack, ship and do complete
fulfillment services.• Your one stop shop for all logoed
clothing and merchandise! http://www.targetda.com/ http://
www.sportcousa.com/sa-catalog2013.html
Custom Apparel
We have complete fulfillment services to help you distribute your “rewards” to your desired targets at specific times. No more cluttered offices!
Complete Fulfillment
On-Line promotional StoreWe will create your own customized online promotional store and host the ecommerce site at no charge! See our Target Brand Easy System!
www.targetbrandeasy.com/hawks
Our Offer to You!We are so confident in our custom embroidery, we would like to digitize your logo for you free of charge and place it on a hat or polo shirt whichever you prefer (a $120.00 Value)! When it comes to your logo and branding we don’t play games with stitch count or quality. We use the best machinery with the proper tension all the time! When it comes to your logo it has to be GREAT!
Special Offer
Client Loyalty Programs
Looking for client loyalty and Retention? A Target Loyalty program will keep them with you for the long run! For those of you who can take advantage of our loyalty program, you will receive 5 points for every $1.00 you spend with our company! Points add up and turn into Great Gifts! So register yourself now by clicking on the link below! Click on the client survey link once you arrive at our website to register.
Target Loyalty Program
3 Reasons
3 Reasons to use Target Promotions and The Target Group for your Promotional Products and Custom Apparel.
* Best Value!! We use a rating system with all of our suppliers and only use A+ to B suppliers. We will not use any supplier under a “B”!
• American Made!! We do a great job with our all USA made product lines so if buying American made is needed we can deliver!
• Large quantity buys. When you have the need for high volumes at lower costs, you can trust the Target Group to deliver. We have our overseas division with “boots on the ground” to make sure orders go well.
Creative Piece Design – Attract & Convert
What Makes The Difference?
It’s not the paint brush that’s responsible for the Mona Lisa, It’s not the basketball responsible for Michael Jordan’s success,
It’s not just the Promotional Product that make the difference in a successful campaign!
We are the difference! We are The Target Group!
Integrated Marketing
Anecdote: A man dies and finds himself at the Pearly Gates with both St. Peter and the devil. St. Peter says you weren’t supposed to die for another 10 years. We’ll have to send you back. The man is thrilled , but on his way out he sees one door to heaven and one door to hell.
He hears a raging party behind the door to hell and takes a peek inside. Inside is an incredible party, endless food, champagne, music, and every rock star from history beckoning him to join them. He says if this is hell , I want in!
When he returns to Earth, he spends the next decade committing every sin he knows, ten years to the day, he dies and meets the devil in the front of the door to hell. As the door opens he hears no music and sees no party; only fire and brimstone of a thousand damned souls.
He cries, “Wait! Where’s the party?” the devil smiles and explains, “Oh, ten years ago you were a prospect. Now you’re a customer.”
A Quick Story
The Question……
How much time, effort, and money is your company spending to attract new prospects only to lose them shortly after?
• Is your conversion rate the very best it can be?• Are you selling everything you possibly can to all of
your clients?• Are you keeping your clients as long as possible?• What are you doing with those who are not currently
buying?
Retain Your Clients & Reactivate the In-active
Optimizing Your Organization
The time to act is NOW! The good news is the hard part is already done.
1. We already have a start on what needs to be accomplished and how to go about it!
2. We have the right creative people, head line writers, copy writers, printers, packaging specialists, promotional advertising specialists, web designers, graphic designers, programmers, video producers, and scripters in place to implement and execute to get the RESULTS you are looking for?
Who is The Target Group Inc.?• A team of creative marketing specialists• Result driven copy writers• Talented graphic artists• Video specialists• Web designers• Web programmers• Social networking gurus• Print and Packaging specialists • Some of the most highly touted creative marketing
and cost containments specialists in the country!!
Optimizing Your Organization
What Can The Target Group Do For You?
• Develop a dimensional marketing campaign for your business that will differentiate your company and make it easy to set up appointments with prospects.
• Use “creative copy” to motivate prospects and clients to action
• Use “cutting edge” graphics to stimulate interest from your prospects and clients.
Optimizing Your Organization
What Can The Target Group Do For You?
• Sell more by showcasing your products and services with Video.
• Create a great looking website that is optimized properly, driving more traffic and converting more sales.
• Create and drive your Social Networking presence
• Optimize and systematize your organization for success!
Optimizing Your Organization
WHY EXCEPTIONAL CUSTOMER SERVICE IS THE NEW MARKETING!
• Jeff Jarvis – Unhappy experience with Dell Inc. over laptop computer
• Went on buzzmachine.com & sent an open letter to Michael Dell
• Others jumped on to tell their Dell horror stories
• Consumers went to Dell’s site and posted harsh messages
• Consumers Googled Dell they were hit with the harsh messages
• Grabbed attention of PC World, Business Week, & The Wall Street Journal
• 1,000’s upon 1000’s heard about it
WHY EXCEPTIONAL CUSTOMER SERVICE IS THE NEW MARKETING!
• Bob Garfield received poor, unresponsive service by Comcast Cable
• Launched a site…“comcastmustdie.com”
• Over 700 supportive comments online
• Vince Ferrari called to cancel his AOL account
• The representative was rude, and refused to cancel
• At one point the representative said “He wanted to talk to Ferrari’s father!”
• He recorded the 21 minute conversation, posted it on YouTube and had 62,827 views in two days
• He was called by CNBC, The New York Times and appeared on the Today Show
Their pains
Their fears
Theirworries
Their problems
Their interestsTheir
frustrations
Their challenges Their
troubles
Their difficulties
“YOUR NUMBER ONE OBSTACLE IN MARKETING COMMUNICATIONS
YOUR MAJOR MARKETING/SELLING OBSTACLE
YOUR PROSPECT’S PREOCCUPATION BARRIER!YOU HAVE COMPETITION FOR YOUR MESSAGES
Your audience is exposed to approximately 2500 marketing messages a day!What are your prospects thinking about? – Themselves!
YOUR MESSAGES MUST BE COMPELLING!
“What We Do”Prospecting Messages
vs.
“What In It For Me”?Prospecting Messages
Headlines that are intriguing, capture prospect attention and the right
headline can outperform by as much as 500% or more!
Pain / Fear outsells gain 5/1 Emotions outsell logic 5/1
SO, HOW DO YOU INCREASE YOUR PROSPECTS, IMPROVE YOUR CONVERSION RATE AND INCREASE YOUR CUSTOMER WORTH…ALL AT THE
SAME TIME?
START BY AUDITING THE HIDDEN MARKETING ASSETSIN YOUR BUSINESS
HIDDEN MARKETING ASSETS ARE YOUR SMALL BUSINESS ASSETS
THAT ARE UNDERUTILIZED AND/OR ARE UNDERPERFORMING
THEY ARE ALSO OVERLOOKED SALES OPPORTUNITIES AND UNTAPPED SALES POSSIBILITIES
COMMON HIDDEN MARKETING ASSETS
There are numerous Hidden Marketing Assets. Your small business may have unique Hidden Marketing Assets that may be limiting your growth.
However, there are some common Hidden Marketing Assets that apply to a wide range of businesses.
UNDERPERFORMING ASSETS NEGATIVE IMPACT ON YOUR BUSINESS Advertising that falls short
Broken Sales & Marketing Process
Poor Website Performance
Reduces Prospects
Reduces Prospects, Lowers Conversion Rate, and Lowers Customer Worth
Reduces Prospects, Lowers Conversion Rate, and Lowers Customer Worth
COMMON HIDDEN MARKETING ASSETS (Continued)
UNDERUTILIZED ASSETS NEGATIVE IMPACT ON YOUR BUSINESS Relationships with Other
Businesses
Competitive Advantage not Articulated or Integrated
Past Customers
Limits New Prospects
Reduces Prospects, Lowers Conversion Rate, and Lowers Customer Worth
Reduces Conversion Rate and Lowers Customer Worth
IF YOU WANT TO INCREASE SALES, CUSTOMERS, AND PROFITABILITY YOU MUST KNOW YOUR CORE SALES NUMBERS!
For instance…
…How many new prospects are you touching a month from all sources?
…How many prospects are buying a month (your conversion rate)?
…What is your average sale?
Remember, the DATA SPEAKS!
It will tell you what assets are underperforming and/or underutilized. It will show you overlooked sales opportunities and untapped sales possibilities.
GET YOUR ARMS AROUND YOUR CORE SALES NUMBERS!
MARKETING WITH A SYSTEM
Marketing and Sales Results Occur, Good or Bad, Because a System is in Place Producing Them!
RANDOM MARKETING
Toes in the Water
Lack of Commitment
“Silver Bullet”
Throwing Money at Marketing
Inconsistent
UnrelatedShotgun
Winging itStop n’ Go
Mercy of the Marketplace Hit n’ Miss
Hope
MARKETING WITH A SYSTEM (continued)
SYSTEM MARKETING
Capture Core Sales Numbers
Track Core Sales Numbers
Map Results / Develop Ratios
Evaluate Results
Tweak and Optimize the Process
Create a Sustainable and Repeatable Process
MAPPING YOUR CORE SALES NUMBERS
AN EXAMPLE
BROKEN SALES AND MARKETING SYSTEM(SALES ARE FLAT, DECLINING)
MAP YOUR PROCESS AND EVALUATE RESULTS!
Retail Store Mails 500 Pieces to Prospects with a Coupon
50 Prospects Enter the Store
Sales Conversation Takes Place
10 Sales are made
Average Sale = $80 x 10 Equals $800
OPTIMIZATION
YOU WANT TO GET THE MOST OUT OF EVERY STEP IN YOUR SALES AND MARKETING PROCESS
SO, HERE ARE SOME KEY OPTIMIZATION QUESTIONS FOR EACH STEP IN THE EXAMPLE:
Step 1 – Retail Store Mails 500 Pieces to Prospects with a Coupon
* Direct-Response Advertising – Ads, Billboards, etc.?* Referrals?* Networking?* Joint Promotions?* Business Alliances?* Publicity Opportunities?* Search Engine Optimization (SEO) for our website?* Database Marketing – Prospective Customers, Current Customers, Past Customers?
GOAL = INCREASE PROSPECTS AND CUSTOMER WORTH
OPTIMIZATION (continued)
Step 1 – How Do I Make the Direct Mail and E-Mail More Effective to Increase Prospects?
* Right Target Market?* A Different, More Compelling Headline?* A Different Offer?* Build in more Benefits?* Offer Proof and Testimonials?* “You” Approach Rather Than a “We” or “Us” Approach?* Test it on a Smaller Population Before we Roll it Out?
GOAL = INCREASE PROSPECTS AND CUSTOMER WORTH
OPTIMIZATION (continued)
Step 2 – 50 Prospects Enter the Store
* How do we create a more positive impression?* How do we make the store more inviting?* How do we create a relevant greeting?
GOAL = INCREASE THE CONVERSION RATEStep 3 - How Do We Increase the Persuasiveness of Our Sales Conversations with our Prospects, Prospective Customers, Current Customers, and Past Customers?
* Are we hiring the right people?* Do Our Sales Reps Have Consultative Sales Training That Teaches Them How to
Build Rapport, Trust, and Integrity in Their Sales Conversations? * Do our Sales Reps Know How to Sell to Different Styles of Buyers?* Do our Sales Reps Know How to Ask for an Order Without Being Pushy and
Shovey?
GOAL = INCREASE THE CONVERSION RATE
OPTIMIZATION (continued)
Step 4 – Sale Is Made or Not Made
* How do we improve the closing rate of our reps?* How do we generate more buying commitment during the sales conversation?
GOAL = INCREASE THE CONVERSION RATE
Step 5 – How Do We Increase the Average Value of a Sale?
* Are There Upsell Opportunities?* Are There Cross-Sell Opportunities?* Are There Back-End Selling Opportunities?
GOAL = INCREASE THE WORTH OF A CUSTOMER