Offline Blueprint

Lesson # 4 of 4
Offline Blueprint Coaching

After Getting The Check
By
Millard W. Grubb
Backyard Gazette Publishing
http://www.offlineblueprint.com
Offline Blueprint Coaching: After Getting The Check
NOTICE: You Do NOT Have the Right

to Reprint or Resell this Report!
You Also MAY NOT Give Away,

Sell or Share the Content Herein
If you obtained this report from anywhere other than
http://www.offlineblueprint.com you have a pirated copy.
Please help stop Internet crime by reporting this to: magicsuccess@mac.com
2011 Copyright Millard W. Grubb
All Rights Reserved. No part of this report may be reproduced or transmitted in any form whatsoever,
electronic, or mechanical, including photocopying, recording, or by any informational storage or retrieval
system without express written, dated and signed permission from the author.
DISCLAIMER AND/OR LEGAL NOTICE:
The information presented herein represents the view of the author and his experience as of the date of
publication. Because of the rate in which conditions change, the author reserves the right to alter and update
his opinion based on new conditions. This report is for informational purposes only. While every attempt has
been made to verify the information provided in this report, neither the author, nor his affiliates/partners
assume any responsibility for errors, inaccuracies or omissions. Any slights of people or organizations are
unintentional. If advice concerning legal or related matters is needed, the services of a fully qualified
professional should be sought. This report is not intended for use as a source of legal or accounting advice.
You should be aware of any laws which govern business transactions or other business practices in your
country or state. Any reference to any person or business whether living or dead is purely coincidental.
2011 Millard W. Grubb - All Rights Reserved.
Foreword
In this lesson, youll find out what to do once you have a client onboard.
Helping a client quickly can mean a lot more money in your pocket.
Lets get started.
Introduction
Having a client onboard and working with them to grow their business is a heady
proposition. You are very much like a doctor with a new patient looking for help
with uncomfortable symptoms.
This doctor analogy is actually quite correct.
You are going to look at the symptoms of a business. You are going to analyze
every part of the business. and then offer solutions.
Being able to give your suggestions with confidence is really only a matter of
asking the right questions!
You have the same questions I ask at the end of this lesson.
In addition to asking the right questions, you need to be able to follow through
with great advice.
Ill show you how to do both in this lesson.
The All-Important Business Audit

After getting the contract signed and payment arrangements made, you need to
set up a business audit.
This audit is the backbone of the work you will do with the business owner. You
must set this audit up to have at least four hours of private time with the owner.
This meeting is of critical importance. Here is where you will complete the
Business Audit and really dig in and determine the areas where you can make big
differences and improvements in your clients business. This meeting will take
anywhere from 3 to 4 hours, and will require your clients undivided attention.
Make sure you let your client know in advance how much time it will take, and the
importance of getting good information right from the beginning so you can
develop and implement the systems that will provide him or her the best return on
their investment of time, money and effort.
This time needs to be time focused on the business and not interrupted by
meetings or business calls. The audit booklet at the end of this lesson is very
detailed. It will take some time to go over.
When you look at the audit material you will see questions of every type for the
business. The reason for this is so that every rock can be turned over, every nook
can be looked into and nothing left to chance. You will find that after going over
these questions with the business owner, you will know a tremendous amount of
information about the business. And with this information, you will know where the
strong points are and the weak points in the business.
1. Meet with the CEO, business owner, manager or other designee who can give
you pertinent an meaningful information, and who has the authority to delegate
certain tasks and assignments, and who has the power to hold those persons who
are assigned those tasks and responsibilities accountable for their completion.
2. Introduce and review your Agenda. Again, by introducing an agenda, you
are showing your audience that you are a person of business, that you are well
organized, that you are not wasting your time, that you have prepared thoroughly
and that you are there to move their business forward in the most efficient and
profitable way possible.
3. Review Preliminary Assignments. Your agenda should list the assignments

you made in your initial meeting with your client, and his or her schedule for their
completion. Go over those assignments to make sure they have been completed.
If they have, congratulate them and let them know that this is the way to move
their business forward. If they have not been completed, let your client know that
if they expect to achieve the results you have outlined for them, that you have to
work together as a team that you cannot achieve those goals by yourself, and
that you need them to get serious about their business. Be strong and firm with
them, but not offensive to them.
4. Complete the Confidential Growth Audit. (See Confidential Business Audit
Section at the end of lesson for sample copy.) Go through the Audit very carefully
letting them know that you want to accomplish 3 things:
1. You need good and honest information from them. Explain that you cant help them if
they dont give you straight information. If they dont know the answer to something,
tell them to level with you and say they dont know. Its not good enough for them to
make up an answer to keep from looking stupid or ignorant. Honesty is the best (and
only) policy you will accept.
2. Tell your client that you want them to ask themselves, Why is he/she asking me that
particular question? What is it about that question that is important enough that he/she
would ask it of me?
3. Next, have them ask themselves, What would happen to my business if I were to
implement what that question suggests in my business?
Have them have a pen and notepad at hand so they can write down ideas they get
from your questions. If you see that they are not making notes, then from time to
time, pause and ask them if the question you just asked spawned any ideas or
thoughts from them. If they respond positively, tell them to write down their
thoughts.
If not, give them an idea or two, that if they implemented them, would make a
difference in their business. Sometimes people have to be led and shown what is
expected of them. As you go through each question, make notes or asterisks in
the margins when you see an area that has an immediate profit potential. This will
make it easy to find later when you are developing systems and strategies for the
business.
5. Set a date for your Executive Meeting. Once your Audit is completed,
arrange for a date and time to get together again, but with the Executive Team.
From this group, you are going to establish your Strategies Teamthe group that
will be responsible for the implementation of the strategies and systems that you
will develop for them.
In a small company, this may consist of the owner and his or her spouse if they
are active in the business. In larger companies, this group may include several
department heads or other responsible people the CEO, president or owner wishes
to designate. In any case, these people must be responsible and have the
authority given to them to act on the ideas, implement the systems and
strategies, and hold accountable those under their supervision.
Formulate Strategies & Develop Systems

Once you have your Confidential Growth Audit completed, it is time to work on the
actual formulation of the strategies and systems you will implement in your clients
business.
Go back through all the information you have collected from you research with the
business competitors, customers and the Confidential Growth Audit, and
determine what are the Hot Buttons, or quickest, easiest and most profitable
things to implement in the business.
Sidebar: One way to quickly determine Hot Buttons is to have a
yellow highlighter with you when the doing the audit. You can
Highlight the question that waves a red flag at you about something
the business needs to work on fast.
Use the Profit Generating Idea Stimulators manual, (Located at the end of the
lesson) and other resources you have to determine the best things to do for the
business. Make a detailed plan, but dont get over-zealous and attempt to give
them too much. It is far better to give the Strategies Teams a few things they can
accomplish quickly and with ease, than to over-burden them with too much, and
have them not accomplish anything.
The biggest problem you will have is to determine from the many ideas you have,
which are the few that you should implement.
The Executive Meeting

1. Meet with the Strategies Team. This is your first meeting with the people
who will be responsible for implementing the ideas and systems you have
developed for the company. It is extremely important that you establish your
credibility, expertise and authority right up front. Remember, you are dealing with
people of responsibility in the company, and some of them have been with the
company for a long time and may resent you being there. They may look at your
presence as a threat to themsomeone who is there because
they havent been able to do the work.
Make sure you let them know that you are not there to replace them, but to help
them become more effective, more efficient, and to make the business more
profitableand that you can only do it with their help and assistance. Let them
know that you depend on them, that they are necessary and respected members
of the team, that they have been hand-chosen and that you value their
experience, ideas and suggestions.
But also let them know that you have a certain assignment to do for the owner of
the company and for the good of the company, employees and customers as a
whole, and that while you dont mean to offend, and will not do so intentionally,
that some of them may not agree with certain things you do or suggest, but not to
let their personal feelings or personalities get in the way. Only by working together
as a cohesive team, can you accomplish the results that, based on your experience
and expertise, can make the company perform the way it can, should and
eventually will.
2. Present and review your Agenda. Again, the Agenda is critical to your
positioning as an organized and experienced expert who knows what they want to
accomplish and the steps necessary to do so. Most of these people dont use an
agenda themselves for their meetings, and certainly have never had an outside
consultant present such an item in any meeting with them previously. This
immediately sets you apart as someone who knows where theyre going and the
steps necessary to get there.
3. Present your strategies. Refer to the section in the Idea Stimulators
manual for some ideas on what to cover in this meeting, as well as any additions
or enhancements you have made to the Business Improvement Ideas you came
up with in your research phase.
4. Make assignments using the Accountability Record. (Found after this

lesson) Make sure all persons assigned tasks understand their assignments and
their accountability for their completion. Do not let anyone leave the meeting with
questions as to what they are to do and when their tasks are to be completed.
Remember, you are the consultant, and you are in charge. The responsibility for
making sure the tasks are completed is yourseven though you have delegated
them to others. It is up to you to make sure they are clearly understood and
completed. Thats what youre being paid for.
5. Set a date for your next follow-up meeting. Agree on a date for you to
return and check the accountability and progress of each of your Strategies Team
members and their respective assignments.
6. Rinse and Repeat You keep going back week after week until the end of your
contract and do the same things as before.
Sidebar: An important thing to consider. Make sure and work on just a
small number of things at one time. Get one system or program up to
speed then add another system. For example: You can spend an entire
week with the strategies teams working on referral systems. Everyone
and every department thinks about, discusses, and puts into place
referral systems. The next time it can be upsells, the next joint
ventures, and so on.
10
Follow-Up Meetings
Once assignments have been made to your Strategies Teams, the follow-up
meetings are critical to their successful implementation. These meetings are not to
be taken lightly by anyone, and are to be attended by everyone as directed.
1. Present and review your Agenda. Remember to never go into a meeting and
try to wing-it. An Agenda will always present you in the best possible and
professional light, and show your audience that you respect their time.
2. Review progress. This meeting is your chance to:
Check on the progress of the assignments you have made.
Determine the seriousness of your client to work towards your established goals.
Assess the competency and seriousness of the team members towards the
same.
Reassign or replace certain team members as needed.
Determine which strategies and systems are working as they should.
Make necessary corrections, substitutions, additions or deletions to certain
systems in order to make sure they are functioning properly.
Install new or additional systems or strategies as needed.
3. Offer additional suggestions. Once you determine what is and what isnt
working as it should be, you can make suggestions for improving the effectiveness
or efficiency of the systems. Dont make changes for change sake, but dont be
afraid to make tweaks or adjustments, or even make some major changes if they
will improve the results.
4. Make new assignments. When a team has accomplished a certain
assignment or task, put them to work again. Dont let them lie dormant, give them
something else to do. Keep them busy with additional tasks or systems to develop
and install. Remember, youre being retained and/or paid by the results you
generate for your client. Dont let valuable time slip by unaccounted for.
5. Set a date for your next follow-up meeting. At the end of each of your
follow-up meetings, schedule your next one. Its important to always inspect what
you expect. That is, when you make an assignment, always, always follow up and
make sure it is either done by the appointed date, or if not, that there are good
and sound reasons (not excuses) for why it hasnt been completed.
11
On the following pages you have a sample

of the Confidential Growth Audit I do, plus
an accountability record, action plan
worksheet, a plan for workshops, Idea
Stimulators for Business Growth, and how
to figure Lifetime Value of Customers.
12
Profit
Generating
Idea
Stimulators
111 Lead-Generating Ideas

1.
2.
3.
4.
5.
6.
7.
8.
9.
10.
11.
12.
13.
14.
15.
16.
17.
18.
19.
20.
21.
22.
23.
24.
25.
26.
27.
28.
29.
30.
31.
32.
33.
34.
35.
36.
37.
38.
Bumper Stickers
School Advertising and
Promos
Church Bulletins
Card Decks
Matchbooks
Classified Advertising
Door Hangers
Restaurant Placemats
Electronic Bulletin Boards
Bulletin Boards
Cable TV
On-Package Advertising
Bag Stuffers
CD-ROM Catalogues
Interviews
Flyers
In-Package Advertising
TV Infomercials
Special Reports
Fairs
Correspondence Courses
Online Catalogues
Personal Letters
In-Bound Telemarketing
Outgoing Calls
Private Unveilings
Loss Leaders
Canvassing House To
House
Banners Signs
Centers Of Influence
Gift Baskets
Celebrity Endorsements
Gasoline Pump Ads
Word-Of-Mouth
T-Shirt Ads
Statement Stuffers
Voice Mail
Radio/TV Interviews
39.
40.
41.
42.
43.
44.
45.
46.
47.
48.
49.
50.
51.
52.
53.
54.
55.
56.
57.
58.
59.
60.
61.
62.
63.
64.
65.
66.
67.
68.
69.
70.
71.
72.
73.
74.
Fund Raisers
Gift Certificates
Newsletter Inserts
Magazine Inserts
Letters To Editors
Exhibits
Associate E-Marketing
Workshops
Previews
Tabloids
Flea Market Stands
Repetition
The Small Press
Big Newspaper
Advertising
Radio Advertising
Magazine Advertising
TV Advertising
Internet Advertising
Trade Journals
Industry Newsletters
College/Campus
Newspaper Advertising
Newspaper Inserts
Press Release
Drop Boxes
Handouts
Catalogues
Brochures
Yellow Pages
White Pages Listing
Alternate And Special
Directories
Barter And Trade
Exchanges
Buying Customer Lists
Direct Mail
Piggyback Mailings
Fax Broadcasting
Fax-on-Demand
75.
76.
77.
78.
79.
80.
81.
82.
83.
84.
85.
86.
87.
88.
89.
90.
91.
92.
93.
94.
95.
96.
97.
98.
99.
100.
101.
102.
103.
104.
105.
106.
107.
108.
109.
110.
111.
Billboards And Poster

Taxi And Bus Advertising
Cinema Advertising
Sponsorships
Post Card Mailings
Signs On Buildings
Company Car Or Vehicle
Advertising
In-Store Signs
Moving Display In-Store
Signs
Sidewalk Signs
Window Displays
In-Store Special Promotions
Start A Newsletter
Stickers
Refrigerator Magnets
Promotional Premiums
Sky Writing
Blimps
Business Cards
Networking
Cold Calling
Sales Personnel
Telemarketing
Competitions
Host Beneficiary
Strategic Alliance
Publish A Book
Seminars
Trade Shows
Public Markets
Location, Location, Location
Business Hours
Referrals
Testing
Grand Openings/Special
Openings
Party Plans
63 Ways To Increase Conversion Rates

1.
2.
3.
4.
5.
6.
7.
8.
9.
10.
11.
12.
13.
14.
15.
16.
17.
18.
19.
20.
21.
22.
23.
24.
25.
26.
27.
28.
29.
30.
31.
32.
The Guarantee
Unique Selling Proposition
Carry An Exclusive Line
Develop An Exclusive Product
Offer Greater Variety
Sell Quality
Testimonials
Demonstrations
High Quality Brochure
Making An Offer
Packaging
Awards And Citations
Telephone On-Hold Messages
Set Up An Account
Mail Order
Payment Plans And Financing
Audio and Visual Demonstrations
Copy And Distribute Press Articles
Send An Action Plan
Mission Statement-Vision Statement
Questionnaires
Office Dress Codes
Try Before You Buy
Sales Scripts
Instilling Trust
Rapport
Sell Value, Not Price
Be the Expert On Your Product
The Up Sell
The Cross Sell
The Down Sell
NLP Techniques
33.
34.
35.
36.
37.
38.
39.
40.
41.
42.
43.
44.
45.
46.
47.
48.
49.
50.
51.
52.
53.
54.
55.
56.
57.
58.
59.
60.
61.
62.
63.
Appeal to Emotions
Follow-Up
Remember To Ask For The Sale
Toll-Free Number
Paid Reply Envelope
Entertaining
Sales Training
Incentive Builders
Conduct A Survey
First Time Buyer Incentives
Look Approachable
Trade-Ins
Selling In Bulk
Limited Time Offer
Direct Mail Innovation
Get Maximum Prospect Data
Give To Receive
Site Tours
Concentrate On High Quality
Prospects
Create And Use A Company Profile
Direct Mail Stimulators
Send A Gift Check
Have It On Hand
Exclusive Customers
Be Reliable, Be Consistent
Keep In Touch With Customers
Expand Your Product Range
Planned Obsolescence
Work With Pre-Payments
Set Solid Sales Goals
Track Sales Conversion Rates
53 Ways To Increase The Average

Transactional Value Of Each Sale
1.
2.
3.
4.
5.
6.
7.
8.
9.
10.
11.
12.
13.
14.
15.
16.
17.
18.
19.
20.
21.
22.
23.
24.
25.
26.
27.
Raise Your Prices

The Up Sell
Back-End Sale
Down-Sell
The Cross Sell
Checklist
Questionnaire
Terms And Financing
Capture An Exclusive Position
Expand Your Product Range
Terms And Financing
Set Up An Account
Try Before You Buy
Follow-Up
First Time Buyer Incentives
Concentrate On High Quality
Prospects
The Science Of Store Layout
Set Solid Sales Goals
Selling In Bulk
Give To Receive
Point Of Sale Tools
Stimulate Impulse Buying
Work With Pre-Payments
NLP Techniques
Sales Scripts
Instilling Trust
Directing Customer Response
28.
29.
30.
31.
32.
33.
34.
35.
36.
37.
38.
39.
40.
41.
42.
43.
44.
45.
46.
47.
48.
49.
50.
51.
52.
53.
Use Package Deals

Sell Bulk
Direct Mail Stimulators
Sell Value, Not Price
Keep In Touch With Customers
Have In On Hand
Incentive Builders For Big Purchases
Offer Greater Variety
Sell Extended Warranties
Demonstrations
Carry An Exclusive Line
Educate the Customer On All Your
Products
Audio And Visual Demonstrations
Incentive Builders
Consult For Your Own Product
Service Contracts
Testimonials
Make Home Delivery Available
Build Rapport Appeal To Ego
Instilling Trust
Have A Goal
Send An Action Plan
Be The Expert On Your Product
Remember To Ask For The Sale
Use The Element Of Free
Minimum Order Amounts
68 Profit Margin Enhancers

1.
2.
3.
4.
5.
6.
7.
8.
9.
10.
11.
12.
13.
14.
15.
16.
17.
18.
19.
20.
21.
22.
23.
24.
25.
26.
27.
28.
29.
30.
31.
32.
33.
34.
Across The Board Price Hikes

Deal In High Margin Products
Forget Discounting
Create Your Own Label
To Sell Right, You Have To Buy Right
Keep Your customers Coming Back By
Treating Them Right
Learn From Others In Business
Innovate
Your Employees Can Be Your Eyes And
Ears
Overheads And Costs Concern And Affect
Everyone
Control Billing and Collections
Collect Past-Due Receivables
Watch Your Expenses
Monitor And Control Employee Costs
Measure And Monitor Financial Statements
Establish Benchmarks For Future Plans
Enlist The Help Of Advisors Or Mentors
Bypass Low Quality Customers
Monitor Your Database
Record Your Presentations
Use Direct Mail
Use A Web Page
Operate From Home
Trim Staff
Reduce Management
CEO/Director
Engineer Efficiency
Make Margins Everyones Business
Budget Monthly
Costs As Percentage Of Sales
Sell Consignment
Repackage With Your Own Label
Make Better Use Of Down Time
Buying Groups
35.
36.
37.
38.
39.
40.
41.
42.
43.
44.
45.
46.
47.
48.
49.
50.
51.
52.
53.
54.
55.
56.
57.
58.
59.
60.
61.
62.
63.
64.
65.
66.
67.
68.
Loan Consolidation
Consider A Factoring Arrangement
Charge Your Own Finance Fees
Fees For Services
Manipulate Your Credit Terms
Clean House-Sell Off Unneeded Equipment
Increase Your Efficiency Through
Systemization
Reduce Your Tax Burden
Government Programs
Export Labor Costs
Get A Deal On Fixed Expenses
Employ Your Own Skills And Talents
Outsourcing
Your Location
Cash Only
Minimum Stock And Storage
Pay Slow, Collect Fast
Renting Can Be Cheaper Than Owning
Use Per Inquiry Advertising
Dump Inefficient Or Do-Nothing Marketing
A Better Accountant
Watch Fixed Monthly Costs
Bill Fast Or Take Cash
Monitor Your Billing, Bank Accounts
Constantly Test, Measure And Monitor
Get Paid For Your Time
Franchising
Efficiency/No Duplication
Across The Board Cuts
Negotiate
Recycle
Favor Fast Moving Merchandise
Use Purchase Order System
Negotiate Employee Pay
55 Ways To Increase The Frequency

Of Purchases
1.
2.
3.
4.
5.
6.
7.
8.
9.
10.
11.
12.
13.
14.
15.
16.
17.
18.
19.
20.
21.
22.
23.
24.
25.
26.
27.
Get Maximum Use From Your Customer

Database
Demand Better Ad Placement
Get Customers To Tell You What They Want
Cold Cash Instead Of Discount
Make Use Of Key Trigger Phrases
The Wow! Factor
Establish A Frequent Buyers Club And Card
Keep Customers Informed
Telemarketing
Work Within A Niche
In-Package Advertising
Customer Appreciation Day
Superior Customer Service
Over Deliver On your Promise
Use Service Contracts
Freebie for 9th Customer
Find Out Everything You Can About
Customer
Target Top Performing Customers
Newsletter Inserts
Back-End Selling
Pre-Sell After First Sale
Start A newsletter
Competition
Previews
Send Gifts
New Offers Every Week, Month
In-Store signs
28.
29.
30.
31.
32.
33.
34.
35.
36.
37.
38.
39.
40.
41.
42.
43.
44.
45.
46.
47.
48.
49.
50.
51.
52.
53.
54.
55.
Personal letters
Bag Stuffers
Networking
Thank You Dollars
Fax Sales
Reminder Schedule
Outgoing Calls
Practice Customer Differentiation
Issue Exclusive Phone Numbers To The Best
Use Bounce-Back Tools
Private Unveilings
Use Continuity Techniques/Products
Statement Stuffers
Bring A Friend Free
Stop Competing, Start Creating
Surprise Others
Start A Specialty Club Focused On Our Brand
Gift Certificates
Master The Art Of Saying Thank You
Make Your Customers Feel Guilty
MLM
Post Card Mailings
Loss Leaders
Distributors And Agents
Sell The Experience As Much As The Product
Create A Newsletter
Direct Mail
38 Ways To Increase The Average

Buying Lifetime Of Your Customers
1.
2.
3.
4.
5.
6.
7.
8.
9.
10.
11.
12.
13.
14.
15.
16.
17.
18.
19.
Excel At Customer Service

Implement A Customer Reactivation Program
Deliver More Than They Expected
Use Service Contracts
Know Your Costumers Well And Make sure
They Know You Well
Highlight Weekly Deals
Invite Them Back
Create Longevity Psychology, Perks
A Key Ring, A Pen, A Calendar
Retainers Or Contracts
Till Further Notice Arrangement
Prearrange Future Sales
Take Trade-Ins
Jack Up Their Credit
Massage Your Best Repeat Customers
After Purchase Affirmation
Explain Additional Benefits, uses
Keep The Direct Mail Coming
Follow-Up
20.
21.
22.
23.
24.
25.
26.
27.
28.
29.
30.
31.
32.
33.
34.
35.
36.
37.
38.
Phone Call Contacts

Customer Appreciation Contests
Free Trial Offers
Train For Repeat Selling Behavior
Invite Customers To Buy Stock In You
Deal In the Consumable
Schedule Of Communication
Make Friends, Socialize With Clients
Stickers
Catalogues
Co-Op Selling
Rent Your House List
Clean Your List Often
Create A Database Beyond The List
Customer Appreciation Events
Unadvertised Sales
Sneak Previews
Upgrade For Free
57 Referral-Generating Ideas
1.
2.
3.
4.
5.
6.
7.
8.
9.
10.
11.
12.
13.
14.
15.
16.
17.
18.
19.
20.
21.
22.
23.
24.
25.
26.
27.
28.
29.
Put Them At Ease

They Owe It To Others To Refer
New Residents
Previous Business Contacts
Join A National Organization
Concentrate On A Core Referral Group
Provide A Tape
Offer A Group Rate
Bring A Friend Free
First Time Quota
Get A Publisher To Recommend You
Spiritual Leaders
Use A Variety Of Referral Letters
School Tours
Thank You Dollars
Gear Up Your Web Site As A Referral Tool
All Office Contact
Extended Family
High Visibility
Image Of Generosity
Expand Your Circle
New Business Contacts
Surprise Others
Set Conditions
Use Signs In Your Place Of Business
Referral Letters
Send Referrals To Others
Send Gifts
Customer Appreciation Day
30.
31.
32.
33.
34.
35.
36.
37.
38.
39.
40.
41.
42.
43.
44.
45.
46.
47.
48.
49.
50.
51.
52.
53.
54.
55.
56.
57.
The Wow! Factor

Educate Your Customers
Position Yourself As Unique
Target Top Performing Customers
Attend Professional Meetings
Freebie For 9th Customer
Unsold Prospects
Train your Employees To Get Referrals
Create A Referral Kit
Offer Money Back
Care And Share Appeal
Public Speaking
Appreciation Prompters
Work Within A Niche
Supply Referral Forms To Employees
Endorsement Letters
Join Chamber Of Commerce
Use Case Histories
Try Direct And Specific
Web Site Referrals
Work With Out Of Area Clients
Forward Looking Communication
Let The Media Know What You Are Doing
Jump At Compliments
Cold Cash Instead Of Discount
Work With Vendors
Up The Reward For Each Referral
Contact Competitors
Millard Grubb
Consulting
Confidential
Business
Audit
Confidential Marketing Needs Analysis

General Information About You And Your Business
1. Contact Name: __________________________ Phone: ____________ Email: __________________
2. Alternate Contact: _______________________ Phone: ____________ Email: __________________
3. Company: ____________________________________ Industry/Profession: ___________________
4. Address: _____________________________________ City: ______________ St: ___ Zip:________
5. Website: _______________________________________
6. Number of years company has been in business: _____________
7. Number of years at this location: _____________
8. Number of Employees: _____________
9. Number of Salespeople: _____________
10. Annual Gross Receipts: $_____________
11. Dollar amount of increase in gross receipts this year compared to last year: $___________________
12. Dollar amount of increase or decrease in net profits this year compared to last year: $____________
13. Percent of increase or decrease in gross receipts this year compared to last year: ______________%
14. Percent of increase or decrease in net profits this year compared to last year: _________________%
15. How long has this upward or downward trend been sustained?: _____________________________
16. What factor(s) do you believe are responsible for the upward or downward trend?_______________
_________________________________________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
17. Describe what your business or company (not your product) does (what you sell, how you sell it, and
who you sell to, by industry, commercial category, or specific niche). Explain it as though you were
talking to someone outside your industry: __________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
__________________________________________________________________________________
18. What is your business philosophy as it relates to your customers? ____________________________
_________________________________________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
19. What is your vision or goal for your business for the next:
6 months: # of new customers:_________ Gross Sales: $____________ New Profit: $____________
Other _______________________________________________________________________
12 months: # of new customers:______ Gross Sales: $___________ New Profit: $__________
Other________________________________________________________________________
3-5 years: # of new customers:_______ Gross Sales: $____________ New Profit: $_________
Other________________________________________________________________________
10 years: # of new customers:________ Gross Sales: $____________ New Profit: $_________
Other________________________________________________________________________
20. What are your biggest opportunities to achieve this vision? _________________________________
_________________________________________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
21. What do you really want from your business? Become filthy rich? Build a turnkey money machine?
Position it for quick sale? Position it for high-dollar sale in the future? ________________________
_________________________________________________________________________________
_________________________________________________________________________________
22. In what areas of the business is the majority of your personal time spent? ______________________
_________________________________________________________________________________
Objectively and honestly, where should it be spent? _______________________________________
_________________________________________________________________________________
What needs to be done to change the situation?___________________________________________
_________________________________________________________________________________
23. Do you actively seek information from experts in your field and other fields related to yours?______
Has this helped you, and how?________________________________________________________
_________________________________________________________________________________
24. Do you have a marketing director? _____ Yes
_____ No
If so, explain their duties and how well they function relative to their assignments:_______________
_________________________________________________________________________________
_________________________________________________________________________________
Additional Notes: __________________________________________________________________
_________________________________________________________________________________
Executive Level Organizational Chart

Chief Operating
Officer
Vice President /
Marketing
Vice President /
Operations
Vice President /
Finance
Product
Development
Sales
Manager
Telemarketers
Production
Manager
Advertising /
Marketing
Manager
Outside Sales
Service
Manager
Production
Customer
Service
Accounts
Payable
Manager
Delivery
Inside Sales
Website
Manager
Internet Mktg.
Facilities
Manager
Accounts
Receivable
Manager
Custodian
Products And Services Information

1. Describe the products you offer:
Product 1: _______________________________________________________________
How does your customer benefit from using this product?:_________________________________
________________________________________________________________________________
________________________________________________________________________________
What do your customers really want from their point of view from this product? (Be specific.
Dont just answer a quality product, low prices, or outstanding service.): ________________
________________________________________________________________________________
How does this product solve those wants for your customers?______________________________
________________________________________________________________________________
Why must a customer purchase this product?:___________________________________________
________________________________________________________________________________
Why should a customer purchase this product?:__________________________________________
________________________________________________________________________________
Who else sells this product? _________________________________________________________
________________________________________________________________________________
Why do customers buy this product from your competition rather than from you?_______________
________________________________________________________________________________
Regarding this particular product, what does your competition offer that you either cannot or do
not? __________________________________________________________________________
________________________________________________________________________________
Regarding this particular product, what can you offer that your competition either cannot or does
not? __________________________________________________________________________
________________________________________________________________________________
What other products or services could your customers logically want or purchase from you that
could help them get more use, benefit, value or advantage from their original purchase? _______
________________________________________________________________________________
Do you carry those other products?___ If not, why not? ___________________________________
________________________________________________________________________________
What would make it irresistible for your customers to purchase this product from you? __________
________________________________________________________________________________
What is the major competing product or alternative to this particular product?:_________________
________________________________________________________________________________
Do you carry this competing product?_____ If no, why not? _______________________________
________________________________________________________________________________
Product 2: __________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
not? __________________________________________________________________________
________________________________________________________________________________
not? ____________________________________________________________________________
________________________________________________________________________________
could help them get more use, benefit, value or advantage from their original purchase?__________
________________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
Product 3: __________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
not? ____________________________________________________________________________
________________________________________________________________________________
not? ____________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
Product 4: __________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
not? ____________________________________________________________________________
________________________________________________________________________________
not? ____________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
Product 5: __________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
not? ____________________________________________________________________________
________________________________________________________________________________
not? ____________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
2. Describe the services you offer:

Service 1: __________________________________________________________________________
How does your customer benefit from using this service?: _________________________________
________________________________________________________________________________
________________________________________________________________________________
What do your customers really want from their point of view from this service? (Be specific.
________________________________________________________________________________
How does this service solve those wants for your customers? _______________________________
________________________________________________________________________________
Why must a customer purchase this service?: ___________________________________________
________________________________________________________________________________
Why should a customer purchase this service?: __________________________________________
________________________________________________________________________________
Who else sells this service?: _________________________________________________________
________________________________________________________________________________
Why do customers buy this service from your competition rather than from you? _______________
________________________________________________________________________________
Regarding this particular service, what does your competition offer that you either cannot or do not?
________________________________________________________________________________
________________________________________________________________________________
Regarding this particular service, what can you offer that your competition either cannot or does
not? ____________________________________________________________________________
________________________________________________________________________________
What other products or services could your customers logically want or purchase from you that could
help them get more use, benefit, value or advantage from their original purchase? _______________
_________________________________________________________________________________
Do you offer those other services?___ If not, why not?_____________________________________
_________________________________________________________________________________
What would make it irresistible for your customers to purchase this service from you?____________
_________________________________________________________________________________
What is the major competing service or alternative to this particular service?:___________________
_________________________________________________________________________________
Do you offer this competing service?_____ If no, why not? _________________________________
_________________________________________________________________________________
Service 2: __________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
not? ____________________________________________________________________________
________________________________________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
________________________________________________________________________________
Service 3: __________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
not? ____________________________________________________________________________
________________________________________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
________________________________________________________________________________
Service 4: __________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
not? ____________________________________________________________________________
________________________________________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
________________________________________________________________________________
Service 5: __________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
not? ____________________________________________________________________________
________________________________________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
________________________________________________________________________________
General Marketing Information

1. How do your prospects perceive your industry?____________________________________________
__________________________________________________________________________________
2. How do your prospects perceive your company? ___________________________________________
__________________________________________________________________________________
3. How do your customers perceive your industry?___________________________________________
__________________________________________________________________________________
4. How do your customers perceive your company? __________________________________________
__________________________________________________________________________________
5. How would you describe your ideal client relationship? _____________________________________
__________________________________________________________________________________
__________________________________________________________________________________
6. Describe your most satisfied customer or client: ___________________________________________
__________________________________________________________________________________
__________________________________________________________________________________
7. What do your clients say about your company? ____________________________________________
__________________________________________________________________________________
__________________________________________________________________________________
8. Describe a situation where you were able to turn an unhappy or disgruntled client into a happy
client:_____________________________________________________________________________
__________________________________________________________________________________
10. What would it take for you to make your clients say, WOW? ______________________________
_________________________________________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
11. What is the biggest customer complaint about your industry and how does your company address this
issue?____________________________________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
12. What is the lifetime value of your typical customer (i.e. how much revenue will he/she generate for
you over the entire period he/she does business with your company)?: $_______________________
13. What are your target markets and how did you arrive at them?
Primary target market: ______________________________________________________________
________________________________________________________________________________
How did you decide on that particular market?: __________________________________________
________________________________________________________________________________
Secondary target market: _______________________________________________________________

____________________________________________________________________________________
How did you decide on that particular market?:______________________________________________
_________________________________________________________________________________
14. Who is your typical customer? (Are they all kinds of people/companies, or can you identify the most
probable prospects in your marketing area, and if so, who would they be?_______________________
____________________________________________________________________________________
____________________________________________________________________________________
15. Can you assemble a listing by name and contact information of these prospects? ___ Yes ___ No
16. Do you have your current customers in a computer database? ___ Yes
___ No
How many are there? ________________

Are they segmented into groups with similar buying habits/patterns? ___ Yes
Do you keep in touch with them on a regular basis? ___ Yes
___ No
___ No
How often per year? _____________________

When was the last time you contacted them? _____________________________________________
What was the occasion?______________________________________________________________
17. Do you have your past customers in a computer database? ___ Yes
___ No
How many are there? ________________

Are they segmented into groups with similar buying habits/patterns? ___ Yes
Do you keep in touch with them on a regular basis? ___ Yes
___ No
___ No
How often per year? _____________________

When was the last time you contacted them? ____________________________________________
What was the occasion? _____________________________________________________________
18. Does your average customer come back after the first purchase
To buy more of the same product? ___ Yes
___ No
Other, complimentary products or services? ___ Yes ___ No If so, what?_________________

______________________________________________________________________________
Non related products or services? ___ Yes ___ No If so, what?________________________
_____________________________________________________________________________
How often do your customers buy from you in a years time? ____________________________
19. How many customers do you serve each week?_______ x 52 = _________/year 12 = _______/mo.
20. How many customers have you served since establishing your business? _____________
21. What is your market potential (universe) and what is your and your top three competitors current
share of that market?
Name of Company
Percent of Your Percent of Your

Primary Market Secondary Market
Your Company
1
2
3
22. Where or how do you get your present customers?

Primary source:____________________________________________________________________
Secondary source:__________________________________________________________________
23. What methods of marketing have you used to attract new business?
Most successful methods:____________________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
Least successful methods:____________________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
24. Are you still using the most successful strategies? If not, why not?__________________________
_________________________________________________________________________________
_________________________________________________________________________________
25. What was the one marketing method most responsible for building your company to its current
success? _________________________________________________________________________
________________________________________________________________________________
26. Are you still using this strategy? If so, how is it working for you now?________________________
________________________________________________________________________________
If not, why not?___________________________________________________________________
________________________________________________________________________________
27. What is your Unique Competitive Advantage or UCA for your top three products? (What is it about
your product/service that distinguishes it from that offered by your competition? Why should your
prospects or customers buy this product from you and not your competitors?)
Product 1:________________________________________________________________________
________________________________________________________________________________
Product 2:________________________________________________________________________
________________________________________________________________________________
Product 3:________________________________________________________________________
________________________________________________________________________________
28. What is your Unique Competitive Advantage or UCA for your company? (What is it about your
company that distinguishes it from your competition? Why should your prospects or customers do
business with you and not your competitors?) ____________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
29. What is your Unique Competitive Advantage or UCA for yourself or your sales staff? (What is it
about you (or them) that distinguishes you from your competition? Why should your prospects or
customers do business with you and not your competitors?) _________________________________
_________________________________________________________________________________
_________________________________________________________________________________
30. Are your UCAs consistent themes in all of your marketing and sales efforts? If so, how? If not, why
not?_____________________________________________________________________________
_________________________________________________________________________________
31. What other businesses that sell similar products/services as you do your customers patronize?______
_________________________________________________________________________________
_________________________________________________________________________________
32. What other businesses regardless of similarities to your products/services do your customers
patronize? ________________________________________________________________________
_________________________________________________________________________________
33. How much is your marketing budget?
$____________ per _______________ or _____________% of ____________________________
34. How did you arrive at that figure? _____________________________________________________
_________________________________________________________________________________
35. How is your budget allocated? ________________________________________________________
_________________________________________________________________________________
36. How has it been used in the past?______________________________________________________
_________________________________________________________________________________
37. How much does it cost for you to acquire a new customer? (If you run an ad that costs $1,000 and
you acquire two new customers, your Cost of Acquisition is $500.): $_________________________
38. What are the average sales and profits generated from a new customer in the first year?
First year revenues: $___________________ First year net profits: $ _________________________
39. How much could you afford to spend on marketing over the next 90 days? $___________________
40. Right now, how much more business could you comfortably accommodate without having to add
any more staff, machinery, equipment, move your premises, etc?
Number of customers:______________________ Gross revenues: $_________________________
41. How many inquiries from prospects do you receive each week or month and what percentage are
converted into sales?
Source of Prospect Inquiries
Number/Week Conversion Rate
1
2
3
4
5
42. Of the clients you currently have, where did most of them emanate from?
First source: ______________________________________________________________________
Why?____________________________________________________________________________
Secondary source:__________________________________________________________________
Why?_________________________________________________________________________
43. Geographically, where are most of your existing customers? ________________________________
_________________________________________________________________________________
Why?____________________________________________________________________________
44. Geographically, where do most of your new customers come from?___________________________
_________________________________________________________________________________
Why?____________________________________________________________________________
45. How much of your business currently comes from referrals?
Number of customers: ________ per week / month
Percent of new business:________%
Gross revenues generated by referrals: $______________ per week / month
46. Describe your current, proactive referral-generating script, strategy or system:__________________
_________________________________________________________________________________
_________________________________________________________________________________
47. Who is in a position to refer customers to your business?
Suppliers / Vendors:
1._______________________________________________________________________________
2._______________________________________________________________________________
3._______________________________________________________________________
4._______________________________________________________________________
5._______________________________________________________________________
Associations:
1. _____________________________________________________________________________
2. _____________________________________________________________________________
3. _____________________________________________________________________________
4. _____________________________________________________________________________
5. _____________________________________________________________________________
Centers of Influence:
1. _____________________________________________________________________________
2. _____________________________________________________________________________
3. _____________________________________________________________________________
4. _____________________________________________________________________________
5. _____________________________________________________________________________
Individuals:
1. _____________________________________________________________________________
2. _____________________________________________________________________________
3. _____________________________________________________________________________
4. _____________________________________________________________________________
5. _____________________________________________________________________________
Competitors:
1. _____________________________________________________________________________
2. _____________________________________________________________________________
3. _____________________________________________________________________________
4. _____________________________________________________________________________
5. _____________________________________________________________________________
48. What specific offers do you use to get new customers?
Offer 1: ________________________________________________________________________
Number of customers it produces _____________ per week / month / each time it runs
Gross revenues it produces: $_________________ Gross profits it produces: $________________
Offer 2:_________________________________________________________________________
Gross revenues it produces: $_________________ Gross profits it produces: $________________
Offer 3:_________________________________________________________________________
Gross revenues it produces: $_________________ Gross profits it produces: _________________

Offer 4:_________________________________________________________________________
Gross revenues it produces: $_________________ Gross profits it produces: $_________________
Offer 5: _________________________________________________________________________
Gross revenues it produces: $_________________ Gross profits it produces: $_________________
49. Briefly describe your marketing program or marketing mix all the different types of marketing
you use and how they interrelate (i.e. yellow pages, spot ads, direct mail, direct sales, telemarketing,
etc.):_____________________________________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
50. What has been your biggest marketing success to date (defined as a specific promotion, advertising
campaign, telemarketing script, etc.)?__________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
Are you still using it, or a version of it? _____ If not, why not? ______________________________
_________________________________________________________________________________
51. After the initial sale, are there systematic, formal methods you use to communicate with and resell
your customers? If so, what are they? If not, should there be?________________________________
_________________________________________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
52. Do you have a systematic, formal program in place for routinely up-selling or cross-selling your
customers when they are making any initial purchase? If so, how does the system work? If not,
should there be such a system?________________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
53. Do you offer packages or bundles of one or more complimentary products to customers making
a purchase? If so, how does the system work? If not, should there be such a system? _____________
_________________________________________________________________________________
_________________________________________________________________________________
54. Do you use bonuses in your sales/marketing promotions? If not, why not? If so, how does this affect
the response?______________________________________________________________________
_________________________________________________________________________________
55. Do you have any joint venture arrangements with any competing or non-competing companies to sell
products that you dont carry or offer to your existing customers? ___ Yes ___ No
56. Who would be an ideal or logical candidate to consider for back-end joint ventures?
Candidate 1: ______________________________________________________________________
Back-end product or service: _________________________________________________________
How would you offer that product or service?____________________________________________
_________________________________________________________________________________
Candidate 2: ______________________________________________________________________
_________________________________________________________________________________
Candidate 3: ______________________________________________________________________
_________________________________________________________________________________
Candidate 4: ______________________________________________________________________
_________________________________________________________________________________
Candidate 5: ______________________________________________________________________
_________________________________________________________________________________
57. Do you have any incentives for multiple purchases? If so, explain. If not, why not? ______________
_________________________________________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
58. Do you regularly solicit current customers to buy from you again? If so, how? If not, why not?_____
_________________________________________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
59. Do you regularly solicit past customers to buy from you again? If so, how? If not, why not? _______
_________________________________________________________________________________
_________________________________________________________________________________
60. Do you have an adequate supply of current customer testimonials? ___ Yes ___ No If not, why
not? _____________________________________________________________________________
_________________________________________________________________________________
61. Explain your system for obtaining testimonials from satisfied customers: ______________________
_________________________________________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
62. How do you use testimonials in your marketing/sales efforts? _______________________________
_________________________________________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
63. Do you offer a guarantee or warranty? If not, why not? If so, what do you offer, and how does it
compare with your competitors and the industry at large?___________________________________
_________________________________________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
64. When was the last time you introduced a new product or service to your market (both existing
customers and prospects)? How well did it work and what was the reason for its success or failure?
_________________________________________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
65. Which sector of your market do you think offers the most potential for growth and profit?_________
_________________________________________________________________________________
Why?____________________________________________________________________________
_________________________________________________________________________________
Are you currently serving that sector? ___ Yes ___ No If not, why not? If so, what percentage of
penetration do you now possess? ______________________________________________________
_________________________________________________________________________________
66. For consumer businesses:
Do most of your customers own their own home or rent? Rent ________% Own _______%
What percentage are self-employed? _______%
What is the average income of your typical customer? $________________
67. How do your prices compare with similar products offered by your competitors?
Product or service 1:_______________________________________________________________
Top competitor for this product or service: ______________________________________________
Your dollar competitiveness: $____________ above or below this competitor
Your percent competitiveness: __________% above or below this competitor

68. Who are your suppliers/vendors, and how much do you spend with them per year?
Supplier / Vendor 1: _______________________________________________________________
Products or services: ________________________________________________________________
Annual expenditure: $_______________
Supplier / Vendor 2: _______________________________________________________________
Supplier / Vendor 3: _______________________________________________________________
Supplier / Vendor 4: _______________________________________________________________
Supplier / Vendor 5: _______________________________________________________________
69. Have you ever tried to reactivate your former customers and non-converted prospects? Explain:____
_________________________________________________________________________________
_________________________________________________________________________________
70. Have you ever tried selling your non-converted prospects to your competitors? Explain:__________
_________________________________________________________________________________
_________________________________________________________________________________
71. Do you ever barter your products, services or assets with other companies in exchange for their
products, services or assets? _____ Yes _____ No
If not, why not?____________________________________________________________________
_________________________________________________________________________________
Can you see some possibilities for future transactions? _____________________________________
_________________________________________________________________________________
72. Do you use bonuses in all your sales and marketing propositions? _____ Yes
_____ No
If so, how do they work?_____________________________________________________________

_________________________________________________________________________________
If not, why not?____________________________________________________________________
_________________________________________________________________________________
73. How do you capture the names, addresses and phone numbers of all your customers and prospects?_
_________________________________________________________________________________
_________________________________________________________________________________
Do you then use them in your marketing programs? _____ Yes
_____ No
If not, why not?____________________________________________________________________

_________________________________________________________________________________
74. What is your selling season, if any, and are you actively looking to sell other complimentary
products or services during the slower periods?___________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
If so, what? _______________________________________________________________________
_________________________________________________________________________________
If not, why not?____________________________________________________________________
_________________________________________________________________________________
75. How loyal are your customers? Is that normal, high, or low relative to your industry and what is the
reason?__________________________________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
How can it be improved? ____________________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
Competitive Information
1. Who are your top three competitors, and what do they offer that you do not?
Competitor 1: _____________________________________________________________________
Their unique advantage: ______________________________________________________________
__________________________________________________________________________________
What steps are you taking to offset their advantage? Are they working? If not, what needs to be
changed? __________________________________________________________________________
__________________________________________________________________________________
__________________________________________________________________________________
What is this competitors biggest failings and how do you specifically fill those voids?:____________
__________________________________________________________________________________
__________________________________________________________________________________
What advantages do you have over this particular competitor?: _______________________________
__________________________________________________________________________________
__________________________________________________________________________________
Are you capitalizing on this advantage? _____ Yes _____ No If no, why not?_________________
__________________________________________________________________________________
What is their primary source of new business?:____________________________________________
__________________________________________________________________________________
What is their secondary source of new business?: __________________________________________
_________________________________________________________________________________
Are you doing the same things as them? ____ Yes ____ No Should you be? ____ Yes ____ No
If yes and youre not doing them, why not?_______________________________________________
__________________________________________________________________________________
On a 1-10 scale, how would you rate their:
Sales Ability ________
Marketing Ability ________
Customer Service ________
Competitor 2: _____________________________________________________________________
__________________________________________________________________________________
changed? __________________________________________________________________________
__________________________________________________________________________________
__________________________________________________________________________________
__________________________________________________________________________________
__________________________________________________________________________________
__________________________________________________________________________________
__________________________________________________________________________________
__________________________________________________________________________________
__________________________________________________________________________________
__________________________________________________________________________________
__________________________________________________________________________________
Sales Ability ________
Marketing Ability ________
Customer Service ________
Competitor 3: _____________________________________________________________________
__________________________________________________________________________________
changed? __________________________________________________________________________
__________________________________________________________________________________
__________________________________________________________________________________
__________________________________________________________________________________
__________________________________________________________________________________
__________________________________________________________________________________
__________________________________________________________________________________
__________________________________________________________________________________
__________________________________________________________________________________
__________________________________________________________________________________
__________________________________________________________________________________
2. Do you buy from your competitors to keep track of what theyre doing (both right and wrong)?_____
If so, what have you learned that has helped you refine and better focus your overall business
strategy?__________________________________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
If you are not doing this, why not? _____________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
Additional Notes: _________________________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
Advertising Information
1. What is your advertising philosophy? What influenced or forged your thoughts on this? Describe how
you embody it in your ads:___________________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
2. Do you use Direct Response advertising, as opposed to Image or Institutional advertising? If no,
why not? If yes, describe the essence of the offer or proposition you typically make: _____________
_________________________________________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
3. Are your ads working? ___ Yes ___ No How do you know? ______________________________
_________________________________________________________________________________
4. Do you have a testing and tracking system in place that allows you to consistently measure the results
of your advertising efforts? If not, why not? If so, describe how it works:_______________________
_________________________________________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
5. Do you use one-step, two-step, or multi-step advertising? Describe your system: _________________
_________________________________________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
6. What is your conversion ratio? (Out of every X leads, you get Y customers or sales.): ________%
7. What have you done in the past to improve your conversion rate?_____________________________
_________________________________________________________________________________
_________________________________________________________________________________
8. What is your advertising cost per sale? (i.e., when you run an ad that costs $1,000, you generate X
number of sales. Ad cost divided by the number of sales gives you ad cost per sale.) $_____________
9. How much have you spent in the last year on advertising and what return did you get?
Advertising source 1:________________________________________________________________
Cost of ad or promotion: $______________
Return (number of customers ad or promotion produced): _____________
Gross revenue produced by this ad or promotion: $_____________ Net revenue: $______________
Return On Investment (ROI) [Return / Investment * 100]: Gross: __________% Net: __________%
Advertising source 2:_______________________________________________________________
Additional Notes: __________________________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
Direct Mail / Telemarketing Information

1. How much prospecting mail do you drop each week?
Number of letters: _____ To whom?___________________________________________________
Why?____________________________________________________________________________
Postcards: _____ To whom?__________________________________________________________
Why? ____________________________________________________________________________
Invitations: ______ To whom? ________________________________________________________
Why? ____________________________________________________________________________
Other: ______ To whom: ____________________________________________________________
Why? ____________________________________________________________________________
2. Do you use a list broker? If not, where do you get your names from?___________________________
_________________________________________________________________________________
_________________________________________________________________________________
3. Who are some non-competing companies that sell complementary products/services that you could
approach for use of their lists?
Company 1:______________________________________________________________________
Type of product: __________________________________________________________________
How can you make it more beneficial or advantageous for them to let you market to their list than it is
for you?__________________________________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
Company 2:_______________________________________________________________________
Type of product: ___________________________________________________________________
for you?__________________________________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
Company 3:_______________________________________________________________________
Type of product: ___________________________________________________________________
for you?__________________________________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
Company 4:______________________________________________________________________
Type of product: __________________________________________________________________
How can you make it more beneficial or advantageous for them to let you market to their list than it
is for you?________________________________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
Company 5:______________________________________________________________________
Type of product: __________________________________________________________________
How can you make it more beneficial or advantageous for them to let you market to their list than it
is for you?________________________________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
4. Do you test the different aspects of your mailings? If so, what do you test? (Check all that apply):
___ Headline
___ Body copy
___ Offer
___ Price
___ List
___ Graphics
___ Bullet points
___ Other
5. How often do you mail to your own list of customers?______________________________________

Is your mail informational only, or do you solicit additional sales through these mailings?__________
__________________________________________________________________________________
6. Have you ever used telemarketing as a follow-up to a direct mailing? If yes, how effective was it? If
not, why not? If you havent tested telemarketing follow-up, why havent you?__________________
__________________________________________________________________________________
__________________________________________________________________________________
__________________________________________________________________________________
7. Do you use telemarketing to generate leads or to close sales, or both? If so, how do you use it and how
does it work?_______________________________________________________________________
__________________________________________________________________________________
__________________________________________________________________________________
8. What is your conversion ratio in direct mail and telemarketing?

Direct Mail
(No telemarketing follow-up)
Telemarketing
(No Direct Mail)
Direct Mail Followed By

Telemarketing
9. What is your Cost of Acquisition in direct mail and telemarketing? (If you run an ad that costs $1,000
and you acquire two new customers, your Cost of Acquisition is $500.):
Direct Mail
(No telemarketing follow-up)
Telemarketing
(No Direct Mail)
Direct Mail Followed By

Telemarketing
Additional Notes/Comments
____________________________________________________________________________________
____________________________________________________________________________________
____________________________________________________________________________________
____________________________________________________________________________________
____________________________________________________________________________________
____________________________________________________________________________________
____________________________________________________________________________________
____________________________________________________________________________________
____________________________________________________________________________________
____________________________________________________________________________________
____________________________________________________________________________________
____________________________________________________________________________________
____________________________________________________________________________________
____________________________________________________________________________________
____________________________________________________________________________________
____________________________________________________________________________________
____________________________________________________________________________________
____________________________________________________________________________________
____________________________________________________________________________________
Direct Sales Force Information

1. Describe the typical sales cycle from lead generation to a completed sale: ______________________
_________________________________________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
2. What are the most frequent objections you hear?___________________________________________
__________________________________________________________________________________
__________________________________________________________________________________
__________________________________________________________________________________
3. Are your salespeople effective in dealing with those objections before the customer brings them up, or
do they have effective and well-rehearsed answers to those objections?_________________________
__________________________________________________________________________________
__________________________________________________________________________________
4. What do you do with the prospects you dont close?________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
5. Why might a prospect choose to not purchase from you after a sales presentation? ________________
__________________________________________________________________________________
__________________________________________________________________________________
6. What is the criteria for selecting salespeople? _____________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
7. What is the turnover rate for your salespeople? ___________________________________________
8. How is your sales force compensated? __________________________________________________
_________________________________________________________________________________
9. What different types of compensation programs have you tried, and what results did you get?
Program 1: ________________________________________________________________________
Result: ___________________________________________________________________________
Program 2: ________________________________________________________________________
Result: ___________________________________________________________________________
Program 3: ________________________________________________________________________
Result: ___________________________________________________________________________
10. If you use another form of direct sales (independent sales reps, dealers, manufacturers reps), have
you ever compared the results to an inside or outside sales force? If so, how did it compare? If not,
why not?_________________________________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
11. Do you have a Sales Manager? Describe his/her duties and objectives. How do they coincide and fit
with your overall marketing strategy?__________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
12. How did they become a sales manager? _________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
13. What specific sales management training have they had? ___________________________________
_________________________________________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
14. What is the gross income and net income of your salespeople?
Salesperson
Average of all salespeople
Accounts
Prospects Gross Dollars Profit Dollars
Accountable Accountable Accountable Accountable
For
For
For
For
15. What sales training programs or methods have you used in the past to train your salespeople? _____
_________________________________________________________________________________
_________________________________________________________________________________
16. What type of ongoing training do you presently provide for your sales force, and at what frequency?
_________________________________________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
17. What is your average order amount?
Product or Service
Average Order
Amount
$
$
$
$
$
Trade Show Information

1. If you attend trade shows, how many do you attend each year? ____________
2. What is your main purpose of attending these shows? (Check all that apply):
Lead generation for later appointments
Demonstrating your products/services
Selling products/services
Other:_______________________________________________________________________
3. Do you own your own booth display? ___ Yes ___ No
4. Does your booth attract the attention and project the image you wish for your business? ___________
_________________________________________________________________________________
5. What is the idea behind the graphics? (i.e., demonstrate the features of your products/services, display
the product in use, project the image of your company, etc.)__________________________________
__________________________________________________________________________________
__________________________________________________________________________________
6. How do you get prospects to stop at your booth?
Describe the methods you use before the trade show: ______________________________________
_________________________________________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
Describe what you do during the trade show: ____________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
7. Do you collect the names and addresses of everyone that attends your booth? ___ Yes ___ No
How do you collect these names?_______________________________________________________
__________________________________________________________________________________
Does this method attract qualified leads? ___ Yes ___ No
How do you know?__________________________________________________________________
__________________________________________________________________________________
8. Do you have a system in place for following up on these leads? ___ Yes ___ No
Describe the system (i.e., assigned to sales team, direct mail, telemarketing, etc.): ________________
__________________________________________________________________________________
__________________________________________________________________________________
9. Do you use a two-step trade show process to qualify your leads and then move them on to the next
step in the buying process, or is it a one-step sale where you close them at the show? _____________
_________________________________________________________________________________
_________________________________________________________________________________
10. What trade organizations/associations do you belong to, and do you attend their meetings and
frequent their programs?____________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
11. Do you visit other booths or displays while at the trade show, looking for joint venture opportunities
or other promotional ideas? __________________________________________________________
If so, what has been your success?_____________________________________________________
________________________________________________________________________________
If not, what can you do to make this work for you? _______________________________________
________________________________________________________________________________
Additional Notes: ____________________________________________________________________
____________________________________________________________________________________
____________________________________________________________________________________
Other Marketing Information

1. Do you use PR? _____ Yes _____ No If so, what does it consist of?________________________
_________________________________________________________________________________
_________________________________________________________________________________
Is it effective in accomplishing the goal you have for it?_____________________________________
How do you know?__________________________________________________________________
If not, why not?_____________________________________________________________________
Who is responsible for it?_____________________________________________________________
2. Do you have a brochure or media kit? _____ Yes
_____ No
How is it used?_____________________________________________________________________
_________________________________________________________________________________
What message is your brochure or media kit attempting to communicate?_______________________
_________________________________________________________________________________
_________________________________________________________________________________
Is it working? _____ Yes
_____ No
How do you know?_________________________________________________________________

3. How do you educate your prospects or customers about the products or services you offer?
Special Reports
Seminars
Newsletters
Sponsor events
Attend trade shows
4. Are there any other primary methods of marketing you use which were not covered (billboards,
broadcast fax, Internet, etc.) Do they work? How do you know?______________________________
_________________________________________________________________________________
_________________________________________________________________________________
5. When you first started in business, where did your customers come from? (what process, method or
action did you use?)_________________________________________________________________
_________________________________________________________________________________
6. Which of your marketing or sales efforts brought in the bulk of your sales/customers in the beginning?
What percentage of your business still comes from this method?______________________________
_________________________________________________________________________________
_________________________________________________________________________________
7. How well-connected or how involved are you with your customers at the sales transaction level? (Do
you still sometimes take orders, or sell, or follow-up?)_____________________________________

________________________________________________________________________________
If so, what have you learned? ________________________________________________________
________________________________________________________________________________
Have you acted on what you learned? _____ Yes _____ No
If so, what was the result?___________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
If you have not interacted with your customers at the sales transaction level, why havent you? ____
________________________________________________________________________________
________________________________________________________________________________
8. What ongoing sales efforts do you personally perform today? How do these functions differ from
those you performed when you started your business?_____________________________________
________________________________________________________________________________
9. If you had a magic wand, would you rather attract more new customers or garner more money from
your existing customers, and why?_____________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
10. Who else benefits from your success; excluding your customers, your employees and your family
members? How many of your suppliers would be motivated to help you grow your business more
because it will directly benefit them at a very high level?___________________________________
_________________________________________________________________________________
_________________________________________________________________________________
11. When you create a new customer for your business or profession, who else have you indirectly
created a new customer for?__________________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
12. If you had as much money as you wanted, what would you do to improve your marketing? (i.e., what
is your biggest marketing challenge or nightmare today?)___________________________________
_________________________________________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
13. What are your specific expectations of working together in a consulting arrangement with our firm?
_________________________________________________________________________________
_________________________________________________________________________________
14. Do you hold regular training/sales meetings with your staff? ___ Yes ___ No
15. What percentage of applicable employees attend these meetings? _______%

16. If all applicable employees do not attend, what are the main causes of their non-attendence?_______
_________________________________________________________________________________
_________________________________________________________________________________
17. How are the meetings received or viewed by the attendees?_________________________________
_________________________________________________________________________________
_________________________________________________________________________________
How do you know?_________________________________________________________________
_________________________________________________________________________________
18. What percentage of a typical meetings time is spent on the following?
Subject
Time
(Hours or
Minutes)
Time
(Percent)
New product introductions
Reviewing current / old products
Administrative / paperwork
Formal sales training
Referral-generating strategies
Income-increasing strategies
Business efficiency strategies
Role play
Other
10
Other
Accountability Record
Schedule Of Events
Date
Event
Invitees
The Reality of the Business

Team: _______________________________________________________________
Assignment: _________________________________________________________
_____________________________________________________________________
Due Date: ___________________
Goal: ________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
Date of Review: __________________ Percent Completed: ___________________
Findings/Comments: __________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
The Performance of the Business

Team: _______________________________________________________________
Assignment: _________________________________________________________
_____________________________________________________________________
Due Date: ___________________
Goal: ________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
The Markets Perception of the Business

Team: _______________________________________________________________
Assignment: _________________________________________________________
_____________________________________________________________________
Due Date: ___________________
Goal: ________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
Other Areas of Consideration

Team: _______________________________________________________________
Assignment: _________________________________________________________
_____________________________________________________________________
Due Date: ___________________
Goal: ________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
Expenditure Reevaluation
Team: _______________________________________________________________
Assignment: _________________________________________________________
_____________________________________________________________________
Due Date: ___________________
Goal: ________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
Supplier / Vendor Renegotiation

Team: _______________________________________________________________
Assignment: _________________________________________________________
_____________________________________________________________________
Due Date: ___________________
Goal: ________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
Products & Services Inventory

Team: _______________________________________________________________
Assignment: _________________________________________________________
_____________________________________________________________________
Due Date: ___________________
Goal: ________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
Product/Salesperson Penetration Profile

Team: _______________________________________________________________
Assignment: _________________________________________________________
_____________________________________________________________________
Due Date: ___________________
Goal: ________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
The Guarantee
Team: _______________________________________________________________
Assignment: _________________________________________________________
_____________________________________________________________________
Due Date: ___________________
Goal: ________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
Comments:___________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
Lifetime Value of a Customer

Team: _______________________________________________________________
Assignment: _________________________________________________________
_____________________________________________________________________
Due Date: ___________________
Goal: ________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
Comments:___________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
Customer Database Information

Team: _______________________________________________________________
Assignment: _________________________________________________________
_____________________________________________________________________
Due Date: ___________________
Goal: ________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
Comments:___________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
Current Typical Customer

Team: _______________________________________________________________
Assignment: _________________________________________________________
_____________________________________________________________________
Due Date: ___________________
Goal: ________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
Comments:___________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
Ideal Customer Profile (Consumers)

Team: _______________________________________________________________
Assignment: _________________________________________________________
_____________________________________________________________________
Due Date: ___________________
Goal: ________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
Comments:___________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
Ideal Customer Profile (Businesses)

Team: _______________________________________________________________
Assignment: _________________________________________________________
_____________________________________________________________________
Due Date: ___________________
Goal: ________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
Comments:___________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
Target Market Identification

Team: _______________________________________________________________
Assignment: _________________________________________________________
_____________________________________________________________________
Due Date: ___________________
Goal: ________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
Comments:___________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
Prospect Information Worksheet

Team: _______________________________________________________________
Assignment: _________________________________________________________
_____________________________________________________________________
Due Date: ___________________
Goal: ________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
Comments:___________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
Identifying Target Markets Wants

Team: _______________________________________________________________
Assignment: _________________________________________________________
_____________________________________________________________________
Due Date: ___________________
Goal: ________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
Comments:___________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
Competitive Analysis
Team: _______________________________________________________________
Assignment: _________________________________________________________
_____________________________________________________________________
Due Date: ___________________
Goal: ________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
Comments:___________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
Comparative Analysis
Team: _______________________________________________________________
Assignment: _________________________________________________________
_____________________________________________________________________
Due Date: ___________________
Goal: ________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
Comments:___________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
Product PMA
Team: _______________________________________________________________
Assignment: _________________________________________________________
_____________________________________________________________________
Due Date: ___________________
Goal: ________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
Comments:___________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
Product PMA
Team: _______________________________________________________________
Assignment: _________________________________________________________
_____________________________________________________________________
Due Date: ___________________
Goal: ________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
Comments:___________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
Company / Organization PMA

Team: _______________________________________________________________
Assignment: _________________________________________________________
_____________________________________________________________________
Due Date: ___________________
Goal: ________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
Comments:___________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
Sales Force PMA

Team: _______________________________________________________________
Assignment: _________________________________________________________
_____________________________________________________________________
Due Date: ___________________
Goal: ________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
Comments:___________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
Business Acquisition Analysis

Team: _______________________________________________________________
Assignment: _________________________________________________________
_____________________________________________________________________
Due Date: ___________________
Goal: ________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
Comments:___________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
Print or Space Advertising Analysis

Team: _______________________________________________________________
Assignment: _________________________________________________________
_____________________________________________________________________
Due Date: ___________________
Goal: ________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
Comments:___________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
Multi-Media Advertising Analysis

Team: _______________________________________________________________
Assignment: _________________________________________________________
_____________________________________________________________________
Due Date: ___________________
Goal: ________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
Comments:___________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
Printed Sales Aids Analysis

Team: _______________________________________________________________
Assignment: _________________________________________________________
_____________________________________________________________________
Due Date: ___________________
Goal: ________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
Comments:___________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
Audio / Video Sales Aids Analysis

Team: _______________________________________________________________
Assignment: _________________________________________________________
_____________________________________________________________________
Due Date: ___________________
Goal: ________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
Comments:___________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
Press Release Analysis / Creation

Team: _______________________________________________________________
Assignment: _________________________________________________________
_____________________________________________________________________
Due Date: ___________________
Goal: ________________________________________________________________
_____________________________________________________________________
Suggestions:_________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
Comments:___________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
Advertising Tracking Form

Team: _______________________________________________________________
Assignment: _________________________________________________________
_____________________________________________________________________
Due Date: ___________________
Goal: ________________________________________________________________
_____________________________________________________________________
Suggestions:_________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
Comments:___________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
Strategic Alliances / Joint Ventures

Team: _______________________________________________________________
Assignment: _________________________________________________________
_____________________________________________________________________
Due Date: ___________________
Goal: ________________________________________________________________
_____________________________________________________________________
Suggestions:_________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
Comments:___________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
Increasing the Sales Transactional Value

Team: _______________________________________________________________
Assignment: _________________________________________________________
_____________________________________________________________________
Due Date: ___________________
Goal: ________________________________________________________________
_____________________________________________________________________
Suggestions:_________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
Comments:___________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
Increasing the Frequency of Purchases

Team: _______________________________________________________________
Assignment: _________________________________________________________
_____________________________________________________________________
Due Date: ___________________
Goal: ________________________________________________________________
_____________________________________________________________________
Suggestions:_________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
Comments:___________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
Extending the Average Buying Lifetime

Team: _______________________________________________________________
Assignment: _________________________________________________________
_____________________________________________________________________
Due Date: ___________________
Goal: ________________________________________________________________
_____________________________________________________________________
Suggestions:_________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
Comments:___________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
Creating a Referral-Generating System

Team: _______________________________________________________________
Assignment: _________________________________________________________
_____________________________________________________________________
Due Date: ___________________
Goal: ________________________________________________________________
_____________________________________________________________________
Suggestions:_________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
Comments:___________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
Calculating The
Lifetime Profit Value
Of Your Customers
15 1
LV
Table Of Contents
Calculating The Lifetime Value Of Your Customers
Lifetime Profit Value Of A Hypothetical Customer ................... 3
Lifetime Profit Value Of Your Average Customer .................... 4
Action Plan .............................................................................. 5
The Lifetime Value Of A Hypothetical Customer

Hypothetical
Business
10% Increase
A Monthly leads
100
110
B Annual leads (A x 12)
1200
1320
C Conversion rate (%)
30%
33%
D Number of new customers annually (B x C)
360
436
E Average $ amount of each sale
$100
$110
Profit margin (%)
50%
55%
G Profit per sale (E x F)
$50
$61
2.2
$100
$133
3.3
K Lifetime profit value of each customer (I x J)
$300
$439
L Lifetime profit value for all customers (D x K)
$108,000
$191,329
1.1
N Referral conversion rate (%)
50%
55%
O Number of referrals per customer (M x N)
0.5
0.605
180
264
$54,000
$115,754
$450
$705
$162,000
$307,082
H Average number of purchases per year per customer

I
Profit per year per customer (G x H)
Average number of years customer buys from you
M Number of referrals from customer during lifetime
Total number of referrals during lifetime (D x O)
R Lifetime profit from referrals (K x P)

S
Total lifetime profit value of each customer (K + (K x O))
T Total lifetime profit value for all new customers (L + R)

Percentage Increase
Lifetime $ Value of Each New Lead
89.56%
$135
Value of Each New Lead (% Increase)

Lifetime $ Value of Each New Client
Value of Each New Customer (% Increase)
$233
72.32%
$450
$705
56.66%
The Lifetime Value Of Your Average Customer

Your
Business
A
Monthly leads
Annual leads (A x 12)
Conversion rate (%)
Number of new customers annually (B x C)
Average $ amount of each sale
Profit margin (%)
%
$
%
$
%
$
H Average number of purchases per year per customer

I
Profit per year per customer (G x H)
Average number of years customer buys from you
%
$
%
$
K Lifetime profit value of each customer (I x J)
$
%
Lifetime profit value for all customers (D x K)
M Number of referrals from customer during lifetime

N
New Figures
G Profit per sale (E x F)
Percent
Increase
Referral conversion rate (%)
O Number of referrals per customer (M x N)

P
Total number of referrals during lifetime (D x O)
Lifetime profit from referrals (K x P)
Total lifetime profit value of each customer (K + (K x O))
Total lifetime profit value for all new customers (L + R)
Percentage Increase
Lifetime $ Value of Each New Lead
%
$
Value of Each New Lead (% Increase)

Lifetime $ Value of Each New Client
Value of Each New Customer (% Increase)
$
%
Effective Group Workshops

When it comes to identifying problems in a company or workplace, developing workable and
actionable solutions and getting employee buy-in for implementing those solutions, group
workshops are hard to beat.
Because each employee is directly and intimately involved in each of the steps, and their views
are solicited, noted and acknowledged, they have a personal interest and are more likely to take
an active part in the process.
Workshops can be used to solve all types problems, challenges and concerns and can even be
used to develop new, or improve existing products or services. Here are a few ideas that can be
addressed in group workshops:
How to get more referrals from our current customers

How to get more referrals from our suppliers or vendors
How to identify and cultivate relationships with Centers of Influence
How to eliminate time wasters in our business
How to improve our levels of customer support and service
How to increase the number of leads or inquiries we get
How to close more sales
How to attract better qualified salespeople, staff or employees
How to overcome or even eliminate objections in the sales process
How to systematize various operations in our business for greater efficiency
How to make our company newsworthy so the press would want to write about us
How to increase customer loyalty
How to increase the average transactional value of every sale
How to operate our business more efficiently and profitably
How to cut expenses and overheads
How to decrease delivery time
How to cut advertising costs
These are just a few ideas that can be used. As you can see the ideas are nearly endless and are
only limited by your imagination. If you held a workshop that was focused on getting ideas for
future workshops, the ideas would fill an entire page and you would have more than enough
work cut out for youand the results would show very quickly in your clients bottom line
profits.
As a consultant, your role in conducting workshops is not to tell the attendees what they need
to, or should do, or even how to do it. Your main function is to act as a facilitator and pull
information and solutions out of the attendees. You should seek to create a harmonious and
participatory environment so everyone not only contributes, but feels their comments and
suggestions are appreciated and will be acted on.
How To Conduct A Group Workshop

Stage 1. The Issue
1. As the facilitator, write the subject of the workshop on a whiteboard or flipchart. For
instance, Things that waste time in our business.
2. Ask all the participants to each write down three items, ideas or observations that
they feel waste time.
3. Ask each person individually to read aloud each of their items as you make note of
them on the board or flipchart.
4. Next, ask each person to choose the three most significant items from the entire list
and list them in ranking order of importance or urgency to them.
5. Ask each person to state their three choices. You rank them by marking next to each
item, three strokes for their first choice, two strokes for their second choice and one
stroke for their third choice.
6. Now add up the total number of strokes next to each item and score the top three in
order; 1st, 2nd and 3rd.
Stage 2. The Solutions
1. Take each of the top three in order and ask each individual to think of, and write
down, three solutions to each of the three issues or items.
2. List all the answers on the board.
3. Again ask the group to consider the entire list of solutions and rank these from 1 to 3.
4. Put strokes next to all the choices and then add them so as to identify the top three
solutions the group has decided upon.
Stage 3. Action Plan
1. Get the Group Leader, Owner or Manager to appoint a member of the group to take
charge and carry out each of the solutions.
2. The appointed person must carry out the task within a given timeframe and report
progress back to the group.
BUSINESS
DEVELOPMENT
ACTION PLAN
for
Client Company:
Contact:
Consultant:
Rapid Sales & Profit Generation

Fast Cash Strategies
STRATEGY / IDEA
WHO
BY WHEN
PROGRESS
The Seven Growth Keys

KEY 1: Increasing The Number Of Leads
STRATEGY/IDEA
WHO
BY WHEN
WHO
BY WHEN
KEY 2: Increasing The Conversion Rate

STRATEGY/IDEA
2011Backyard Gazette Publishing. All Rights Reserved.
KEY 3: Increasing The Average Sale

STRATEGY/IDEA
WHO
BY WHEN
WHO
BY WHEN
WHO
BY WHEN
KEY 4: Increasing The Profit Margin

STRATEGY/IDEA
KEY 5: Increasing The Buying Frequency

STRATEGY/IDEA
KEY 6: Increasing The Buying Lifetime

STRATEGY/IDEA
WHO
BY WHEN
WHO
BY WHEN
WHO
BY WHEN
KEY 7: Increasing The Number Of Referrals

STRATEGY/IDEA
Business Factors
Creating A Personal Marketing Advantage
2011 Backyard Gazette Publishing. All Rights Reserved.
Deciding Upon An Exit or Investor Ready Strategy

WHO
BY WHEN
WHO
BY WHEN
WHO
BY WHEN
WHO
BY WHEN
WHO
BY WHEN
WHO
BY WHEN
Front End & Back End Products And Profitability
Guarantees/Risk Reversal
Positioning Strategies
Joint Venture/Endorsements
Add-On Products/Services
Repeat Business Methods

WHO
BY WHEN
WHO
BY WHEN
WHO
BY WHEN
WHO
BY WHEN
WHO
BY WHEN
Up Sell & Cross Sell Ideas
Business Expansion Considerations
Other Ideas & Concepts
Further Considerations
Facebook Fan pages
Newspaper And Other Media Ads

WHO
BY WHEN
WHO
BY WHEN
WHO
BY WHEN
WHO
BY WHEN
WHO
BY WHEN
WHO
BY WHEN
Sales And Telephone Scripts
Testing
Offers / Clutter Avoidance
Reasons Why
Direct Sales & Presentation Materials
Other
WHO
BY WHEN
WHO
BY WHEN
WHO
BY WHEN
Other
Other
Notes
You have gotten the core elements in building your own

business development consulting career.
If you want personal one-on-one coaching to help you kickstart
this process even more, feel free to email me at
magicsuccess@me.com or call me at (417) 581 4111.
I wish you all the success you desire.
Warmly,
Millard W.Grubb
Publisher, Offline Blueprint Coaching

Offline Blueprint

Caricato da

Informazioni sul documento

Copyright

Formati disponibili

Condividi questo documento

Condividi o incorpora il documento

Opzioni di condivisione

Hai trovato utile questo documento?

Questo contenuto è inappropriato?

Copyright:

Formati disponibili

Offline Blueprint

Caricato da

Copyright:

Formati disponibili

Lesson # 4 of 4

Offline Blueprint Coaching

Offline Blueprint Coaching: After Getting The Check

NOTICE: You Do NOT Have the Right

You Also MAY NOT Give Away,

2011 Copyright Millard W. Grubb

2011 Millard W. Grubb - All Rights Reserved.

Offline Blueprint Coaching: After Getting The Check

2011 Millard W. Grubb - All Rights Reserved.

Offline Blueprint Coaching: After Getting The Check

2011 Millard W. Grubb - All Rights Reserved.

Offline Blueprint Coaching: After Getting The Check

The All-Important Business Audit

2011 Millard W. Grubb - All Rights Reserved.

Offline Blueprint Coaching: After Getting The Check

3. Review Preliminary Assignments. Your agenda should list the assignments

2011 Millard W. Grubb - All Rights Reserved.

Offline Blueprint Coaching: After Getting The Check

2011 Millard W. Grubb - All Rights Reserved.

Offline Blueprint Coaching: After Getting The Check

Formulate Strategies & Develop Systems

2011 Millard W. Grubb - All Rights Reserved.

Offline Blueprint Coaching: After Getting The Check

The Executive Meeting

2011 Millard W. Grubb - All Rights Reserved.

Offline Blueprint Coaching: After Getting The Check

4. Make assignments using the Accountability Record. (Found after this

2011 Millard W. Grubb - All Rights Reserved.

Offline Blueprint Coaching: After Getting The Check

2011 Millard W. Grubb - All Rights Reserved.

Offline Blueprint Coaching: After Getting The Check

On the following pages you have a sample

2011 Millard W. Grubb - All Rights Reserved.

111 Lead-Generating Ideas

Billboards And Poster

63 Ways To Increase Conversion Rates

53 Ways To Increase The Average

Raise Your Prices

Use Package Deals

68 Profit Margin Enhancers

Across The Board Price Hikes

55 Ways To Increase The Frequency

Get Maximum Use From Your Customer

38 Ways To Increase The Average

Excel At Customer Service

Phone Call Contacts

Put Them At Ease

The Wow! Factor

Confidential Marketing Needs Analysis

Executive Level Organizational Chart

Products And Services Information

2. Describe the services you offer:

General Marketing Information

Secondary target market: _______________________________________________________________

How many are there? ________________

How often per year? _____________________

How many are there? ________________

How often per year? _____________________

Other, complimentary products or services? ___ Yes ___ No If so, what?_________________

Percent of Your Percent of Your

22. Where or how do you get your present customers?

Number/Week Conversion Rate

Gross revenues it produces: $_________________ Gross profits it produces: _________________

Your percent competitiveness: __________% above or below this competitor

Other, complimentary products or services? _ Yes _ No If so, what?_________________

Gross revenues it produces: $_ Gross profits it produces: _