Ryan Dental Lab Part Two
In the first part of my Opportunity Analysis with dental laboratory owner, Ryan, we discussed the definition of a USP and delved into what some of his own Unique Selling Propositions might be.
In this second audio with Ryan, we are joined by Ryan’s Marketing Analyst, Annie. Although Ryan retained me to create his USP, I wanted to spend some time trying to determine what some of the hidden marketing assets of his business are currently.
We discuss Ryan’s current marketing process of direct mail postcards to dentists and how the process relates to the many items covered by the HMA system. Ryan and Annie disclose the number of leads that they obtained by mailing almost two thousand postcards. Although they didn’t think so, you will hear that their results were pretty positive! Listen to my explanation of the mathematics that made them realize their true success.
Ryan, Annie, and I then examine some other possible hidden marketing assets that could get them more business and more profits:
√ Past customers and ways to reactivate them.
√ Current client retention.
√ Alliance opportunities with other businesses (hint: We found a few!).
√ Current client endorsements, recommendations, and referral programs.
√ Enhancements to their current marketing process and a little lesson on copywriting.
√ Community marketing
√ Media
Finally, I take a look at the postcard copy for my own edification.
We end the meeting with plans for our next meeting as I continue to develop Ryan’s USP. Listen to my emphasis about the important reasons to use the USP to grow his business by leaps and bounds. This audio is a great outline for USP development and getting a client excited about the infinite possibilities. Enjoy!
Go to this link below for what you get with the system, the price, offer and risk free guarantee.
http://www.hardtofindseminars.com/HMA_Details.htm
If you have not listened to these audio recording and interviews yet, make sure you do so.
Opportunity Analysis With Owner Of A Service Business
It’s always a pleasure when I’m called upon to put my HMA Consulting hat on in order to help a business owner. Frank, the owner of an acoustical sound and lighting company, had listened to several of the audios on my site, www.hardtofindseminars.com, and contacted me for a consultation about how he could modify his marketing strategies to grow his business.
In this recording, you will hear me take Frank through the first step of any HMA consultation – an Opportunity Analysis.
Listen as I read directly from the Opportunity Analysis Worksheet to explain what the HMA system is, what types of businesses the HMA system works best for, and how using the HMA approach will help to determine ways to optimize success by using and existing assets that the company already has in place.
I invite you to follow as I ask Frank the questions and he provides the answers. You’ll see how much I discover about Frank’s business, its history, its current operations and customers.
We subsequently discuss what a USP is and what Frank’s USP might be. I probe Frank with questions about what makes his company different from its competitors and why people should do business with him. We talk about how he currently deals with prospects and closes sales. You’ll hear me explain some ways that Frank could modify how he explains why his company is better to his prospects in simple ways that could be integrated into a consistent message that he and his employees present about the company either in person, on paper, on his web site, or by phone.
In the area of leveraging current marketing processes, we talk about how Frank could educate his prospects by offering them an audio CD to educate them about acoustical sound and lighting as well as his USP before even meeting with them. The goal here is to increase Frank’s closing ratio.
We go on to talk about reactivating Frank’s past customers as well as alliance opportunities and cross-selling resulting in more sales for Frank as well has his joint venture partners.
Go to this link below for what you get with the system, the price, offer and risk free guarantee.
http://www.hardtofindseminars.com/HMA_Details.htm
If you have not listened to these audio recording and interviews yet, make sure you do so.
Growing a Flower Shop in Kuwait
In this interview, you’ll hear firsthand how to conduct an opportunity analysis that will quickly and effectively uncover the main areas of growth for your client’s business.
This is also an international call, so you’ll get the added benefit of hearing how to conduct HMA consulting long distance by phone.
In this consultation, I talk with a flower shop owner in Kuwait named Salem. Salem’s shop used to be the only one in his area — so naturally— his business was booming. Now, hundreds of flower shops are opening up around him, and he’s finding his business is quickly going downhill. So, I help Salem see how to find a niche in a crowded market, even with a commodity product like flowers.
You’ll also hear how sometimes large improvements aren’t really necessary for large growth. If you find 3 to 5 smaller areas of potential growth and put them all together, you’ll see substantial results.
So, in this interview, you’ll hear …
√ How to “follow the money” to quickly uncover the problem areas of a business.
√ How to know when to lead and when to follow — I throw out ideas during the interview, but ultimately, I allow the client to direct the analysis.
√ How to conduct an opportunity analysis internationally by phone, even when you don’t know much about the region.
√ Ways a business can stand out from its competition, even in a saturated market.
Through the opportunity analysis, I find out that 50 percent of the people walking into Salem’s store walk out without buying anything. And, because he currently isn’t taking down their contact information, he’s letting those potential customers slip away.
So, listen carefully to the call. I basically walk you through an opportunity analysis. You’ll hear how I find out about Salem’s business, his customers, his competition and his current marketing practices. You’ll also hear how to dig just a little bit deeper to unearth the problems even your client doesn’t know he has. Download these two files. 1) Opportunity analysis worksheet and 2) the HMA opportunity analysis training. Follow along as I walk George through each part of the analysis.
Go to this link below for what you get with the system, the price, offer and risk free guarantee.
http://www.hardtofindseminars.com/HMA_Details.htm
If you have not listened to these audio recording and interviews yet, make sure you do so.
