Avitus WorkshopsConnecting the Why for Business Owners

Our Vision

THE WHY

Avitus Workshops

Our Vision – The Why

• Our Marketing services help a business clarify and solidify their offering and identify how to reach their ideal audience.

• In most cases this will help a new or existing business elevate their offering beyond its “humble or grass-roots beginnings” and position them as a more credible player.

• First experience is emotional because we are touching the very heart of their business, then they experience elevated confidence knowing they are now truly connecting to their core audience.

• Three things that make our Marketing service distinctly different from your competitors:

• We give a <BLEEP>, and this requires a partner relationship with our clients.

• We craft a unique strategy based on their goals and target audience.

• We act as a trusted advisor to help navigate uncertain markets and constantly changing conditions.

Avitus Workshops

Our Vision – Focus Your Offering

• Define your 3 Key Takeaways: If the business owner can only remember three things from your presentation, they would be:

1. We are a full-service Marketing agency that delivers unique solutions to SMBs.

2. We deliver innovative and effective Marketing solutions within a consistent budget.

3. Our broad Marketing expertise allows us to view the entire playing field to develop the right strategy across all Marketing methods.

Our Team

THE WHO

Avitus Workshops

Our Team – The Who (employees)

• Dan Jeziorski (Director of Marketing Services): Department Lead and branding expert.

• Kevin Okragly (Marketing Services Manager): Business Development and technology expert.

• Megan Bleck (Marketing Account Manager): Responsible for account communications and client happiness.

• Julie Green (Marketing Creative Lead): Responsible for creative innovation and quality across all accounts.

• Emmet Ore (Marketing Coordinator): Responsible for account logistics and communications.

• Brock Kirschenmann (Graphic Designer): Creative design of graphics, photo and video production.

• Robert Pullins (Digital Strategist): Internal and external digital marketing strategies and implementation.

• Marina Woodson (Senior Developer): Website and technical development of digital assets and strategies.

Avitus Workshops

Our Team – The Who (Power of a Team)

• Most companies have challenges when trying to deploy their own Marketing solutions.

• We are a diverse collection of specialists with specific, valuable, and necessary skill-set required to create well-rounded solutions.

• It’s more efficient to work with a Marketing partner than a single employee that has a wide but shallow Marketing skill-set.

Our Services

THE WHAT

Avitus Workshops

Our Services – The What

List of Available Services

• Strategic Marketing Partner for mature organizations

o Initial engagement to define or rehab the organization’s brand and messaging.

o Flexible monthly retainer for ongoing traditional and digital Marketing services.

• Marketing kick-starter for young but proven businesses

o Ongoing engagement to deliver a comprehensive brand and Marketing solution.

Pricing

• We require a minimum Marketing budget of $30,000/year or $2,500/month for services.

• All physical cost of goods are in addition to this budget (digital ads, printed material, etc.).

Avitus Workshops

Our Services – The What

Marketing Kick-Starter Detail

• Deep-dive discovery assessment and strategic marketing plan with goals and objectives

• High-level recommendations and deliverables to improve company brand

• Custom lead-capture website with full CRM integration and basic e-commerce

• SEO, PPC management, content development, and paid social management

• Two concurrent digital marketing campaigns across social media and email

• Monthly hours set-aside for traditional marketing (print, brochures, signage, etc.)

• Monthly deep-dive meeting with senior marketing Account Manager to review goals

Starting at $2,500/month with 6-month minimum term

Howto Sell

THE HOW

LEADS - BD creates RFP in CRM

Job Ads - Indeed, Craigslist, etc. Terms: Marketing Coordinator, Digital Marketer, Marketing Manager, Communications Manager, etc.

Webinars, Partners, etc.

Referrals from Clients

Discovery Calls:Schedule with Kevin for 1 hour

BD does introductions of prospect to Kevin and sets expectations that this an exploratory call where we are getting to know their business and determine needs, so we can come back with a customized proposal at a later date

Kevin gets prospect talking about business, challenges, pain-points and industry - gets information for proposal

BD closes call and schedules proposal delivery call

BD updates CRM with date of discovery call

Avitus Workshops

Steps of Selling Marketing

Discovery Call:- Schedule with Kevin for 30 minutes- At end of Discovery call BD to coordinate day/time for proposal delivery call- Kevin to create proposal and email to BD for review and comments

Proposal Call:

- Kevin delivers proposal for recommended marketing engagement

- Kevin reviews strategy and pricing that has been created

- Kevin can go over next steps and the onboarding process

BD closes deal or schedules a follow up to reach back outBD sends contract via DocuSignKevin updates CRM that the proposal has been given with pricing

Onboarding a Client:After we have a signed contract, Marketing Account Manager will send a “Welcome Email” to coordinate the onboarding call with the client

Marketing Account Manager will send periodic updates to BD (if desired) about account deliverables, status, and updates.

First Invoicing:Kevin will mark as “Won” in CRM

Avitus Workshops

Steps to Selling Marketing

Avitus Workshops

How to Sell – The How

• Elevator Pitch

• We offer a full-service Marketing Agency Partnership experience to grow your brand with your ideal customers, at a consistent budget for small to medium business.

• Lead Generators: Webinars, client examples, job postings and resume, website/digital audit.

• Tools: More time with Kevin. No two client opportunities are alike so use me as a resource.

• Foot in the door: Are you satisfied with your current Marketing efforts? Have you had past failures? Are you doing Marketing in-house now?

• Coaching through objections: I’ve been burned before, too expensive, not fast enough, we have someone already, we’re too busy, we aren’t doing well as a company.

Ideal ClientIDENTIFYING THE

Avitus Workshops

Ideal Client Profile

How do we qualify them?

Demographic

• Growing organization, maybe hiring a Marketing coordinator or production employees.

• $1M gross revenue and up.

Geographic

• We can be effective nearly everywhere, are they location/local sensitive?

Psychographic

• Frustrated that their brand or message is off or have outgrown their current brand.

• Growing and fear that they are losing identity or credibility with customers.

• Growing to new markets and are not sure or overwhelmed by how to reach customers.

Avitus Workshops

Ideal Client Profile

How do we qualify them?

Key questions to ask

• Are you growing, and are you selling or promoting your offering online?

• Are you doing Marketing campaigns now, are they effective?

• Are you delivering your brand promise to your customers? (or do this by observation)

• Are you looking to grow to new markets?

• Are you working from a strategy or winging it?

• If you have an internal Marketing Manger, are they supported?

• Ask what makes them unique, and if the answer is compelling.

• Please avoid getting into specifics about Marketing tactics or expectation setting.

Avitus Workshops

Ideal Client Profile

How do we qualify them?

Key observations

• Is the owner/stakeholder an infectious entrepreneur?

• Are they “tired” or “complacent”?

• Are they “coachable” and open to new ideas?

• What are the online reviews saying about their business, are they over 3.5 stars?

• Did you get excited talking to them, would you see yourself as a satisfied customer?

• Do they have a unique offering, do they compete with other sellers on Amazon?

RealWorld

EXAMPLES

Avitus Workshops

Real Word Examples

• Wins

• Blue Collar Restaurant Group: Deep-dive on market research and strategy revealed a better strategy.• Montana Canvas: Long-running success of finding the ideal customer and developing a sales funnel.

• Losses

• Pacific States Aviation: Organization had fundamental problems that marketing could not solve.• Plant Services Inc.: Fundamental differences in type of Marketing services client was comfortable with.

• Opportunities

• What are you seeing in the field?

What’s on Your Mind?

Q&A

THANKYOU

Co-EmploymentRecruitingBranding & MarketingInsurance ServicesPayroll AdministrationAccountingTax Planning & PreparationHuman ResourcesBenefits AdministrationRisk & Safety ManagementInformation TechnologyProfessional AccelerationAvitus Dental Management