Tg swi ppt 61713 (2)

“Motivating People - Driving Results“

“Your Leader In Results Based Marketing“716-871-1111

www.ThinkTargetGroup.com

http://www.thinktargetgroup.com/

Introduction

Brian Sebastian – Owner of The Target Group Inc.

I am a Business Performance “Optimization” and “Implementation” Specialist

My strength is finding overlooked sales opportunities or under performing business activities that most organizations don’t see or know how to tap

Introduction

My goal for today is to accomplish 4 Things:

1. Talk about the power of Systems, Optimizing, and the ability to Implement.

2. Strategies to help you… Attract, Convert and Retain Clients, while reducing costs and improving your bottom line.

3. Show how you can grow your business 15-100% or more without spending any extra money on advertising.

4. Learn more about your organization, identify hidden assets and opportunities that can be optimized, answer all of your questions, and see if it is a fit for us to work together.

Business Performance SpecialistsSales & Marketing- Attract, convert and retain clients- Increase sales, Improve margins & Grow your

business- Increase brand recognition and market

share

Human Resources- Recognize employees and increase their

performance- Establish the “right” behavior and culture in

your work place- Motivate, appreciate and drive employees to be

their very best.- Reduce costly employee turnover.

Operations- Recover “lost money” due to errors and

overcharges- Drastically reduce operations costs

Our Mindset Is “Working Together”

At The Target Group our goal is to ”WORK TOGETHER” with you and your organization on the things most important to business growth.

T.E.A.M! (Together Everyone Achieves More)

Not looking for the typical buyer/seller relationship.

Accomplishments - TEAMWORK

Our Target Team: Credited with 14 consecutive PPAI Golden Pyramid Awards for creativity

and innovative in measurable marketing campaigns.

SGIA Golden Image Award Impressions Award

The PPAI Award

Some of our highlights include:• 25 years in business.

• Selected as the “Promotional Distributor of choice” for the RNC (Republication National Convention) being vetted and beating out all other companies for this honor.

• Provided Promotional Products for George W. Bush and awards for his Inaugural Dinner.

• Formed a “Strategic Alliance” with Jim Kelly four time AFC Champion and Hall of Fame Quarterback of the Buffalo Bills, bringing in his company Hall of Fame Promotions into The Target Group.

ACCOMPLISHMENTS

Strategic AllianceThe Target Group welcomes Jim Kelly & Hall Of Fame

Promotions!

Organized Professionals Blooper

1989 TARGET PROMOTIONS OPENED

Relationship Building: Promotional Product Marketing is a powerful form of advertising when used correctly! Promotional Products create a lasting memorable impression, Brand your company, and will help you Attract, Convert, and Retain clients.

• Useful• Wanted• Appreciated• Long Lasting • Build Good Will• Very Cost Effective• Lowest cost per impression• Best way to Brand

Custom apparel, branded clothing,

uniforms, and team gear is a moving billboard as well as a personal endorsement for your organization.

Capabilities include: Embroidery, screen printing, letters, numbers, tackle twill, all over print, 4 color process, and multi-media.

• Newest innovative equipment. 14

color high speed machine, container pricing! Quality can’t be matched! On-line stores, and complete fulfillment services.

• http://www.targetda.com/ http://www.sportcousa.com/sa-catalog2013.html

Custom Apparel

http://www.targetda.com/



http://www.sportcousa.com/sa-catalog2013.html


Creative Piece Design – Attract & Convert

RESULTS!This Creative Marketing Piece generated an incredible 25% response rate and 75 new members!

We lowered the cost to acquire a new member from approximately $2,500.00 before our creative piece, And reduced it down to $52.00 per new member!

Can you see how a “Targeted” Creative Piece can create a positive response? Can you see how measurable it is to use this type of direct rifle shot marketing?

Can you see how this would work in your business?


Pizza Cutter Promotion


Swiss Army Knife

Promotion

Targeting Your Message

• KEY: It costs the same amount of time, money, and effort to market and operate your business whether your strategy is successful or NOT!!

• Just for fun, Write a short 30 second commercial, (elevator speech) about how you would explain your company.

Optimize For Results

YOUR MESSAGES MUST BE COMPELLING!

“What We Do”Messages that do not resonate

(“I, We”) vs.

“What’s In It For You”?Benefit Driven Message (Impact)

(“You, Your”)

Headlines must be intriguing, and capture the prospects attention.

The right headline can outperform by as much as 500% or more!

Pain / Fear outsells gain 5/1 Emotions outsell logic 5/1

WHY EXCEPTIONAL CUSTOMER SERVICE IS THE NEW MARKETING!

• 12-72 Rule. News travels fast especially bad news!!

• Jeff Jarvis – Unhappy experience with Dell Inc. over laptop computer

• Went on buzzmachine.com & sent an open letter to Michael Dell

• Others jumped on to tell their Dell horror stories

• Consumers went to Dell’s site and posted harsh messages

• Consumers Googled Dell they were hit with the harsh messages

• Grabbed attention of PC World, Business Week, & The Wall Street Journal

• 1,000’s upon 1000’s heard about it


• Bob Garfield received poor, unresponsive service by Comcast Cable

• Launched a site…“comcastmustdie.com”

• Over 700 supportive comments online

• Vince Ferrari called to cancel his AOL account

• The representative was rude, and refused to cancel

• He recorded the 21 minute conversation, posted it on YouTube and had 62,827 views in two days.

• He was called by CNBC, The New York Times and appeared on the Today Show

Their pains

Their fears

Theirworries

Their problems

Their interestsTheir

frustrations

Their challenges Their

troubles

Their difficulties

“YOUR NUMBER One Marketing OBSTACLE

YOUR PROSPECT’S PREOCCUPATION BARRIER!YOU HAVE COMPETITION FOR YOUR MESSAGES

Your audience is exposed to approximately 2500 marketing messages a day!What are your prospects thinking about? – Themselves!

START BY AUDITING THE HIDDEN MARKETING ASSETSIN YOUR BUSINESS

FIND AND WORK ON THOSE THAT ARE UNDERUTILIZED AND/OR

UNDERPERFORMING

FIND OVERLOOKED SALES OPPORTUNITIES AND UNTAPPED SALES POSSIBILITIES

Attract, Convert and Retain Clients

COMMON HIDDEN MARKETING ASSETS

There are numerous Hidden Marketing Assets that may be limiting your growth.

Here are a few common ones.UNDERPERFORMING ASSETS NEGATIVE IMPACT ON YOUR BUSINESS

Advertising that falls short

Broken Sales & Marketing Process

Poor Website Performance

Reduces Prospects

Reduces Prospects, Lowers Conversion Rate, and Lowers Customer Worth



UNDERUTILIZED ASSETS NEGATIVE IMPACT ON YOUR BUSINESS Relationships with Other

Businesses

Competitive Advantage not Articulated or Integrated

Past Customers

Limits New Prospects


Reduces Conversion Rate and Lowers Customer Worth

KNOW YOUR CORE SALES NUMBERS!

…How many new prospects are you touching a month from all sources?

…How many prospects are buying a month (your conversion rate)?

…What is your average sale?

Remember, the DATA SPEAKS!

It will tell you what assets are underperforming and/or underutilized. It will show you overlooked sales opportunities and untapped sales possibilities.

GET YOUR ARMS AROUND YOUR CORE SALES NUMBERS!

MARKETING WITH A SYSTEMMarketing and Sales Results Occur, Good or Bad, Because a System is in Place Producing Them!

RANDOM MARKETING

Toes in the Water

Lack of Commitment

“Silver Bullet”

Throwing Money at Marketing

Inconsistent

UnrelatedShotgun

Winging itStop n’ Go

Mercy of the Marketplace Hit n’ Miss

Hope

MARKETING WITH A SYSTEM

Capture Core Sales Numbers

Track Core Sales Numbers

Map Results / Develop Ratios

Evaluate Results

Tweak and Optimize the Process

Create a Sustainable and Repeatable Process

MAPPING YOUR CORE SALES NUMBERSAN EXAMPLE

BROKEN SALES AND MARKETING SYSTEM(SALES ARE FLAT, DECLINING)

MAP YOUR PROCESS AND EVALUATE RESULTS!

Retail Store Mails 500 Pieces to Prospects with a Coupon

50 Prospects Enter the Store

Sales Conversation Takes Place

10 Sales are made

Average Sale = $80 x 10 Equals $800

OPTIMIZATIONYOU WANT TO GET THE MOST OUT OF EVERY STEP

IN YOUR SALES AND MARKETING PROCESS

SO, HERE ARE SOME KEY OPTIMIZATION QUESTIONS FOR EACH STEP IN THE EXAMPLE:

Step 1 – Retail Store Mails 500 Pieces to Prospects with a Coupon

* Direct-Response Advertising – Ads, Billboards, etc.?* Referrals?* Networking?* Joint Promotions?* Business Alliances?* Publicity Opportunities?* Search Engine Optimization (SEO) for our website?* Database Marketing – Prospective Customers, Current Customers, Past Customers?

GOAL = INCREASE PROSPECTS AND CUSTOMER WORTH

OPTIMIZATION

Step 1 – How Do I Make the Direct Mail and E-Mail More Effective to Increase Prospects?

* Right Target Market?* A Different, More Compelling Headline?* A Different Offer?* Build in more Benefits?* Offer Proof and Testimonials?* “You” Approach Rather Than a “We” or “Us” Approach?* Test it on a Smaller Population Before we Roll it Out?


OPTIMIZATION Step 2 – 50 Prospects Enter the Store

* How do we create a more positive impression?* How do we make the store more inviting?* How do we create a relevant greeting?

GOAL = INCREASE THE CONVERSION RATEStep 3 - How Do We Increase the Persuasiveness of Our Sales Conversations with our Prospects, Prospective Customers, Current Customers, and Past Customers?

* Are we hiring the right people?* Do Our Sales Reps Have Consultative Sales Training That Teaches Them How to

Build Rapport, Trust, and Integrity in Their Sales Conversations? * Do our Sales Reps Know How to Sell to Different Styles of Buyers?* Do our Sales Reps Know How to Ask for an Order Without Being Pushy and

Shovey?

GOAL = INCREASE THE CONVERSION RATE

OPTIMIZATION

Step 4 – Sale Is Made or Not Made

* How do we improve the closing rate of our reps?* How do we generate more buying commitment during the sales conversation?


Step 5 – How Do We Increase the Average Value of a Sale?

* Are There Upsell Opportunities?* Are There Cross-Sell Opportunities?* Are There Back-End Selling Opportunities?

GOAL = INCREASE THE WORTH OF A CUSTOMER

• Let’s think about your sales letters, brochures, your post card campaigns, your website, your email campaigns, etc. Are you sure they are all conveying the proper message? Are they really getting the results you are looking for? Can they be optimized to get better results?


• If you want more sales…. ALL of your marketing must say the right thing and convey a benefit driven message!

• Using the right Headlines, Copy writing, and Visuals, makes the difference when it comes to maximizing RESULTS! In print, in video, on the web, in any advertisement or marketing campaign. Your message needs to convey your U.S.P and ALWAYS have a call to action!

Optimize at Every Touch Point.

Which Works Better: Headline A or Headline B?

A. Push Button Shave CreamB. Moisturized Shave Cream

A Pulled better by more then 2 to 1. The convenience of push buttons out pulled the appeal of moisturized shave cream.

The Power of Words

Which works Better: Headline A or Headline B?

A. How to legally stop paying corporate taxes through an “S” Corporation.

B. Form your own corporation without a lawyer for under $50

Option B Pulled 5 Times better than Option A!

The Power of Words

Which works Better: Headline A or Headline B?A: What is buffered aspirin?B: How to stop a headache without upsetting your

stomach.

Answer A pulled 50% better. The winning headline offered information and only had

four words.

The Power of Words

Rate these headlines in order of which pulled best (1) and which pulled worst (5). These were a series of headlines used in a trade magazine.

( ) How to talk to a horse( ) Free way to start horsing around( ) How to adopt a horse( ) Free gift if you love horses( ) Free lessons in horse training

The Power of Words

They are in reversed order, 5-4-3-2-1. Research has revealed that the word “free” works magic in ads and so do the words “how to”.

( 5 ) How to talk to a horse( 4 ) Free way to start horsing around( 3 ) How to adopt a horse( 2 ) Free gift if you love horses( 1 ) Free lessons in horse training

The Power of Words

The bottom line is this… your business is either “Growing” or ‘Dying” it is never staying the same. The question is, which way are you going?

Are you doing everything you can to optimize and systematize EVERY area of your business? Or are you just spending more money on advertising hoping to bring in more customers?


Do you have an effective and formal process in place to attract the right prospects? • How many leads are you generating per month? • How many of those leads are you converting into customers?• What happens to the leads that did not convert?• What happens to the leads when they come in?• What is the average customer worth to your organization?• How long does the average customer stay with your organization?• Are there customers that no longer do business with you?• Do you have a formal process in place to get those customers back?• Do you have a formal process to get more referrals? (98% of all businesses need referrals

but only 3% of them have a formal policy in place).• Do you have a “Touch” system to stay connected with your clients etc.?• Are you taking full advantage of co-op marketing, cross promoting and endorsement

opportunities?

Systematizing & Metrics

Do you participate at trade shows? Are your trade shows as effective as they can be? Or are you participating because your competitors are?

Look at the expense…The cost of participating in the show, the cost of your booth, the labor hours invested at the booth, cost of the brochures, cost of any promotional items used, cost of invitations, and the cost of post show follow up etc.. With so much being spent anyway, doesn’t it make sense to get the best results possible?

Question…Is it important for you to get “the right” people to your booth? If it is, can you see the benefit of us putting a formal process in place to do this?

Trade Show Success

Multi- Pillar Marketing can uncover $10,000-$1,000,000 or more in new found sales from your business in the next 90-120 days!

Hidden Marketing Assets

Multi-Pillar Marketing System

• This system uses “Core” tried and true marketing practices that will ALWAYS work in ANY economy.

• Used by IBM and Dell in their E-learning for over 25 years.

Small Business Administration Study

• 60% of all new businesses fail within the first six years of operation

• Dun and Bradstreet estimates 82% will go under by their 10th anniversary

Two Reasons Why Businesses Fail

• Failure to understand the market for the business’s product or service.

• “One of the biggest problems with small-business owners is that they have a great idea about going into business, but they don’t have a clue about the amount of work it will take to get their product or service to their clients.”Moe Mowry - Business Development OfficerSmall Business Administration

How should your marketing and selling be different today?

• Multi-Pillar / Asset Marketing

• Discover your hidden assets• Systematize your marketing process• Optimize all of your current processes

“Optimizing & Leveraging” hidden marketing assets

1. Past customers / clients

2. Owner expertise

3. Staff expertise

4. Under-promoted U.S.P.

5. Unique product or service or delivery

6. Sub-par sales performance

7. Relationships with other businesses

8. Location

9. Reputation10. Current sales / marketing

process11. Current customers / clients12. Prospective customers /

jobs13. Up-selling and packaging

opportunities14. Average client value15. Community relationships

“Getting the maximum return, for the least amount of expense, for the longest duration of time … on everything you are currently doing now, have done in the past … and will do in the future.”

Optimizing and Leveraging

Many companies will not survive the challenges of marketing because they are only using one or two pillars. A

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Systemization

“In order for any business to work, it must become a system, so that the business works exactly the same way every time, down to the very last detail.”

Michael Gerber-Consultant Author,The “E” Myth

Three Ways to Exponential Growth

1. Attract More prospects2. Increase conversion rate of prospects

to customers3. Increase in the value of customer

a. Increase in the average transaction value

b. Increase in the number of transactions

c. Increase client retention

Three Ways to Exponential Growth

Growth objective 20%

Small improvements in each area will give you dramatic growth overall

Number of Prospects

Closing Ratio

Number of Customers

Average Customer

Gross Sales

Now 200 x 20.00% = 40 x $1,000 = $40,0001) 240 x 20.00% = 48 x $1,000 = $48,0002) 200 x 24.00% = 48 x $1,000 = $48,0003) 200 x 20.00% = 40 x $1,200 = $48,0004) 240 x 24.00% = 57.6 x $1,200 = $69,120

Actual Growth Achieved 72.80%

Number of Prospects

Closing Ratio

Number of Customers

Average Customer

Gross Sales

Now 200 x 20.00% = 40 x 1,000 = $40,000

Number of Prospects

Closing Ratio

Number of Customers

Average Customer

Gross Sales

Now 200 x 20.00% = 40 x 1,000 = $40,0001) 240 x 20.00% = 48 x 1,000 = $48,000

Number of Prospects

Closing Ratio

Number of Customers

Average Customer

Gross Sales

Now 200 x 20.00% = 40 x 1,000 = $40,0001) 240 x 20.00% = 48 x 1,000 = $48,0002) 200 x 24.00% = 48 x 1,000 = $48,000

Number of Prospects

Closing Ratio

Number of Customers

Average Customer

Gross Sales

Now 200 x 20.00% = 40 x 1,000 = $40,0001) 240 x 20.00% = 48 x 1,000 = $48,0002) 200 x 24.00% = 48 x 1,000 = $48,0003) 200 x 20.00% = 40 x 1,200 = $48,0004) 240 x 24.00% = 57.6 x 1,200 = $69,120

Number of Prospects

Closing Ratio

Number of Customers

Average Customer

Gross Sales

Now 200 x 20.00% = 40 x $1,000 = $40,0001) 240 x 20.00% = 48 x $1,000 = $48,0002) 200 x 24.00% = 48 x $1,000 = $48,0003) 200 x 20.00% = 40 x $1,200 = $48,000

Performance Based Marketing

Performance is maximized only when all marketing assets are leveraged in a multi-pillar system, growing the business all 3 ways.

Performance Based Marketing

No better investment in your business than marketing

“Marketing and innovation make money, everything else is a cost.”

Peter DruckerManagement Consultant

Performance Success Stories• Retail Store

• $2,000 investment• $250,000 sales increase in 1st year• Annual ROI – 5,000%2

• Professional• $3000 investment• $62,500 sales increase in 90 days• Annual ROI – 3,333%2

• Service Company• $48,000 investment• $30,000,000 sales increase over 2 years• Annual ROI – 12,500%2

• Manufacturing Company• $12,000 investment• $550,000 sales increase in 1st year• Annual ROI – 1,833%2

2 Assuming 40% Gross Margin

1 Utilized all 3 ways to grow the business, optimized and leverages all assets, implemented multi-pillar system

Marketing Multi-Pillar System

1. Uncovering and Creating Your U.S.P. / E.V.P.2. Understand & Optimize Your Current Marketing Systems and Metric3. Understand & Optimize Your Current Sales Systems and Metric4. Understand & Optimize Your Sales Management Practices5. Understand & Optimize Your Current “Customer Buying Experience”6. Understand & Optimize Your Employee Performance /Recognition Strategies 7. Organize / Optimize your Current Database & Develop a Marketing System8. Create a Marketing Alliance System9. Develop Community Marketing & Strong Public Relations10. Develop & Establish a Stronger Web & Internet Marketing Presence11. Develop and Implement a Strong Social Networking Presence12. Develop Strong One to One Direct Marketing Campaigns13. Examine All Media Marketing & Advertising Possibilities, Metrics, & Practices

Having a USP like …Best Price, or Highest Quality, is like not having one at all! Everyone says the same thing. It does NOT Differentiate you from anyone else!

A good USP will let others know about your company, what you stand for, and why they should buy from you over all others including doing nothing at all!

USP’s Are Vital To your Success

Here are a few companies or brands that have such a strong USP you can define them in some cases with as little as one word!

• Crest Toothpaste – “Cavity Prevention”

• Visa – “Everywhere”

• Volvo – “Safety”

• Fed X – “When it positively needs to be there overnight”!

• Ferrari – “ Speed”

• Mercedes – “ Prestige” – “Engineering”

• Toyota – “ Reliability”

USP’s Are Vital To Your Success

“A coach is someone who makes you do what you don’t want to do so you can be who you want to be”Tom Landry, former Dallas Cowboys Coach

How We Work With You

A successful company’s marketing is systematized through multiple marketing pillars, leveraging & optimizing marketing assets, growing their business all 3 ways

1. U.S.P. / E.V.P.2. Exponential Marketing3. Relationship marketing –

Optimize customer base4. Strategic alliance marketing5. Custom advertising – Web

optimized the media6. Community relations marketing7. “One to One” direct marketing8. Web - Word of mouth referral

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Asset Marketing

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Pillars

“Differentiate or Die”

Differentiate From The Rest

4 Ways We Work With Clients

1. Random Marketing We become the primary source for all

individual or specific marketing needs. Promotional items, custom apparel, brochures, a website, video shoot, copy writing, graphic design, logo creation, a redesign on a brochure, or any other form of marketing or advertising.

2.Creative Piece Developer: We will create the perfect “WOW FACTOR” piece, designed to command attention and brand your companies name, products or services in the mind of your client, as well as create an immediate call to action. For this we charge $2500. This price includes the time it takes to evaluate what the desired result is, brain storm possible scenarios, research and develop ideas, the time to bring all the elements together meaning copy writers, graphics, samples, packaging etc. to a custom creative piece designed for your organization. This fee covers creative consulting, any samples, mock ups, or art renderings needed to present. We do rebate 10% of this fee back to be used toward the cost of the individual marketing pieces developed.


3.Multi - Pillar Marketing Implementer: Implement our proven 13 pillar hidden marketing asset system to your organization and increase your business in all ways possible. Each pillar takes about 2-6 weeks to complete. You can decide how many and which pillars you wish to execute. The cost per pillar ranges in price between $3000 to $9000 each. Each Pillar is designed to build strength off each other and in your organization and continue to build for many years.


4. Project Manager Position: As your Project Manager we will help implement All Performance

Marketing Pillars, Projects and Strategies into your business over the coarse of 1 full year! The total cost is $50,000. The financial investment is for time spent in researching, analyzing, planning, organizing, project managing and helping to implement success strategies and processes necessary to grow your organization in the best and fastest way possible without wasting money on un-needed advertising! The investment does not include the cost to (build websites, print brochures, etc.) These strategies will bring back multiple times more value than the amount invested once implemented.

Bonus: If you are ready to move forward and we can agree to terms in the next 48 Hours the fee will be reduced by $10,000. So the total would be $40,000.


We are the ONLY performance marketing & consultant team that guarantees our performance! Our goal is to make this no risk to you!

Our Un-conditional Guarantee!!!Any fees you pay me or my company to execute any of

the marketing systems, the fee will be covered by the increases in revenue or net profit that the systems generate or I’ll keep working the system at NO COST until you are satisfied!

Our Un-Conditional Guarantee!!!

The Target Group

We are the missing piece to your puzzle!

Lets Get Started! Call us at 716-871-1111 or send us an e-mail at

[email protected]

mailto:[email protected]

Babies cry for it…

Athletes strive for it…

Military heroes are willing to die for it…

Performance & Recognition

RecognitionEveryone needs to be Wanted, Appreciated, and Recognized!

When employees are recognized properly: • Their self esteem goes up.• Their attitude improves.• Their performance sky rockets. • They will become ambassadors for the organization.

The following outlines the importance of Performance and Recognition Strategiesand how The Target Group can help you



At the Target Group, our greatest ability is to

“Motivate People & Drive Results!”

We help organizations reduce the high cost of employee turnover and improve employee performance.

The strategies and programs we have will allow you to attract andretain quality employees while motivating them to perform atmuch higher levels.


For over 20 years, we have been helping some of the most successful organizations improve their businesses.


Although many organizations we work with are from different industries, the one constant with all of them is …PEOPLE!! At

The Target Group our specialty is “Motivating People – Driving Results”

COST TO REPLACE AN EMPLOYEE: $13,295 500 employee

company x 10% turnover rate = 50 x 13,295 cost per

employee $664,750 Source: Robert Half International


RECOGNITION DRIVES RETENTIONTop 5 Reasons Good Workers Leave:

Limited chance for advancement 41%Lack of recognition 25%Low Salary/Benefits 15%

Unhappy with Management 10%Bored with Job 5%Don’t Know/No Answer 4%

Source: Aberdeen


“Cash is Not King” when it comes to increasing performance!

Yes it’s true…Employees will always say they would like cash for their employee performance award. But, is that really the right question to ask?

The question managers need to ask themselves is “what motivates

our employees to perform at higher levels”? Here are the facts! • Merchandise awards are remembered longer than cash awards.• 60% of employees view cash as compensation.• 53% of employees look at bonuses as something they are due.• Merchandise / luxury awards outperformed their cash group counterparts by 70-80%. Source: Robert Half International


Why Merchandise (Luxury) Awards Outperform Cash!!!

• With money, an employee may ask him/herself “Is that all I’m worth?” which may be worse than not having an incentive at all.

• Cash incentives and bonuses often become expected compensation. • Non-cash incentives tend to be kept separate from compensation, thus standing out

as rewards for performance.• Non-cash incentives, such as luxury awards, are things people would love to have but

would never justify purchasing with their own money. This actually increases the intrinsic value of the award.

• Luxury incentives have trophy value and are more likely to be acknowledged than cash.

Check out the following link to see an amusing video covering the topic of Cash Gifts:

Seinfeld Video – “Gifts Are More Appreciated Than Cash”


UtiliTarget / Cost Recovery

• Recover lost money in your utility and telecommunication bills

• 98% success rate in full audit with companies with more than 200 employees

• Proven process with more than 10,000 account locations audited across the US since 1991

• More effective than in house reviews and requires minimal staff time


Case Examples / Bill Analysis

You never know what to expect in an audit. Some of the clients who are doubtful that we will find anything new are completely amazed at what our process uncovers. We know from experience that there is value in taking a deeper look.

A Regional Department Store with Locations in PA, NJ, MD, WV, NY, CT, and NH, received a refund of $68,000 from a prior electric supplier for billing errors and received a rate schedule change for one facility that saves $24,000 annually.

We identified $80,000 in erroneous installation and termination charges for a National Financing Company on their data network. In addition, fraudulent credit card use was uncovered as well as minimum charges billed for phone lines that had been discontinued two years prior.


Case Examples / Cost Reduction

Two pharmaceutical clients, one in research & development and the other in specialized packaging, asked us to help manage their utility expenses. Both companies are comprised of multiple locations and have large energy expenditures.

After completing comprehensive audits, we identified refund opportunities of $180,000 and $150,000 respectively. In addition, recurring savings that totaled approximately $260,000 per year were also obtained through rate changes and timely procurement decisions.

We were able to obtain a $48,000 regulatory based refund for a plastics manufacturer with one location and monthly savings of about $1,600. Additional recommendations for an equipment upgrade and rate change produced another $3,300 per month.


Case Examples / Outsourcing

A New Jersey Hospital facility was looking at a rate increase of 14 percent with the start of full NJ electricity deregulation. We negotiated favorable alternate supply rates to maximize savings versus full service default rates. Savings have averaged $9,000 per month.

A Massachusetts property management firm was faced with increasing utility costs across multiple locations. We advised them on best rate choices and handled the confusing alternate supplier shopping process. Electric procurement savings have averaged over $17,000 per month.


UtiliTarget Explanation Video

UtiliTarget PowerPoint

UtiliTarget Information

UtiliTarget Website

UtiliTarget Print To Web Campaign

http://www.utilitarget.com/

http://www.utilitargetpromo.com/

http://www.utilitargetpromo.com/

The Target Group

We are the missing piece to your puzzle!

Lets Get Started! Call us at 716-871-1111 or send us an e-mail at

[email protected]

mailto:[email protected]

“Motivating People - Driving Results“

“Your Leader In Results Based Marketing“716-871-1111

www.ThinkTargetGroup.com

http://www.thinktargetgroup.com/

A “Turnkey” Fundraising machine! The first of it’s kind offering

5 star quality food delivered directly to your door. This is an outstanding way to raise money all year long, continue to grow every year, with little effort on your end. Elite Specialty Meats is also an outstanding well received Executive Gift!!

An impressive way to say Congratulations, I apologize, Happy

Birthday, Happy Holidays, or Thank You to clients, employees, vendors, friends, or family!!

Cause marketing and Fundraising

• Creative Graphic Designs, Logo Creation, Branding (The right look and message is very

important. (Kleenex, sharpie example)• Professional Headline and Copy Writing (It’s not only what you say it’s how you say it.)• Contact Management Process and Development. Call scripting, data basing strategy and

development (Helping you stay organized)• Client “Touch” systems – Email campaign development. (Keeping in front of your

prospects and clients with the right message in a timely manner)• Power point design and creation – Training manuals – presentation systems• Complete training in your facility or ours! (Convenience) • Complete Website Design, Website correction, SEO (Organic, Ad words, and PPC). 3

parts… Having the “right kind of website that sells” a website that can be found by people looking for your products and services. And a site that captures the persons attention and information.

List of Things We Can DO

• Splash, Landing Page Creation and data capture. • Companion “Boost” Site Creation and optimization. (mini sites that pertain exactly to the

advertisement rather than dropping a person into your complete website. This is a bridge to the sale. These sites are SEO’d and video thumb nailed.

• Full service artwork / graphic design and printing. (Business cards, forms, brochures, signs, banners) (any printer will print, but we design copy that Works before it gets printed that’s the difference.)

• Variable Data printing and “PURL” technology. (Personalize any mailing and leading them to a personal welcoming web experience.)

• Complete Video Production. For Training, Web and Television (our location or yours we do it all.)

• Promotional Products. (choosing the right item and what to put on it)


• Creative Piece Design (taking the right item and packaging it correctly with call to action, deliver to the right people and proper follow up and tracking results is key)

• Welcome Kit Creation (No better way to introduce your company or solidify a sale)• Creative Packaging• Custom Screen printed and embroidered apparel• Incentives Awards • Recognition, incentive and full performance programs• Trade show success programs• Wellness, safety, and suggestion programs• Account activation and retention programs


• “Cause Marketing” programs used to raise money for your charity of choice and build Public Relations for your organization

• Fundraising opportunities• Mass Marketing, Print Media, Radio, TV, and Billboards• Press Release Creation and Placement• “Operations” Cost Recover strategies

Having these elements of your business done separately and put together by anyone other than someone who understands your business and has a solid understanding of marketing and advertising is like committing business malpractice.


Do you have a Sales funnel system, or use squeeze pages? • http://www.keywordwinner.com/make-money/• Is there a need for Custom CRM implementation or programming?• Do you need a custom Mobile App developed for your

organization?

Question….What is it costing you NOT to have these things in place?

Optimizing Your Organization

http://www.keywordwinner.com/make-money/



Below are links to videos that explain in detail how The Target Group can help you:

• Create Employee Excellence Health Care Video

• Recruit, Motivate, and Retain a quality work force HR Video

• Grow your Business Sales / Mktg. Video

• Develop a Safe Work Environment Video

• Increase Sales Video


Our Unique Selling Proposition

At the Target Group, we look at marketing differently than everyone else! We will increase your business by 25 – 100% or more without you having to spend any extra money on advertising! We do this by optimizing many of your current assets, and developing systematic ways to grow your business rather than just selling you more advertising!

This is backed by Our Un-conditional Guarantee!!

We can work with you in any of fourdifferent ways: 1. Conduct a complete Marketing Audit and Strategy Development Meeting. 2. Create your Customized Marketing System and Plan for Implementation. 3. Conduct a 30 Day Fast Start Program at your business. 4. Full Project Implementation.

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Everything that our Target Hidden Marketing AssetsMarketing Systems will do for you is fullyguaranteed. You will at least make back in profit anyfees that you pay to us or we will continueto work for you at no charge until you do!

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Promotional Products

Promotional products were used as far back as 1789 when President George Washington used commemorative buttons for his inauguration.

If implemented correctly, promotional products is the most effective form of marketing and advertising. They motivate people to act, build goodwill and strengthen you brand. It is the only form of advertising that is appreciated and people will actually thank you for.

Custom Apparel

At the Target Group we do it all when it comes to custom branded clothing, uniforms and team gear! Embroidery, screen printing, letters, numbers, tackle twill, all over print and multi-media.

• We can custom package and label each piece.

• Build an on-line store • Pick, Pack, ship and do complete

fulfillment services.• Your one stop shop for all logoed

clothing and merchandise! http://www.targetda.com/ http://

www.sportcousa.com/sa-catalog2013.html

Custom Apparel





We have complete fulfillment services to help you distribute your “rewards” to your desired targets at specific times. No more cluttered offices!

Complete Fulfillment

On-Line promotional StoreWe will create your own customized online promotional store and host the ecommerce site at no charge! See our Target Brand Easy System!

www.targetbrandeasy.com/hawks

http://www.targetbrandeasy.com/hawks

Our Offer to You!We are so confident in our custom embroidery, we would like to digitize your logo for you free of charge and place it on a hat or polo shirt whichever you prefer (a $120.00 Value)! When it comes to your logo and branding we don’t play games with stitch count or quality. We use the best machinery with the proper tension all the time! When it comes to your logo it has to be GREAT!

Special Offer

Client Loyalty Programs

Looking for client loyalty and Retention? A Target Loyalty program will keep them with you for the long run! For those of you who can take advantage of our loyalty program, you will receive 5 points for every $1.00 you spend with our company! Points add up and turn into Great Gifts! So register yourself now by clicking on the link below! Click on the client survey link once you arrive at our website to register.

Target Loyalty Program

http://www.selectagiftplan.com/index.cfm?CompanyID=646

3 Reasons

3 Reasons to use Target Promotions and The Target Group for your Promotional Products and Custom Apparel.

* Best Value!! We use a rating system with all of our suppliers and only use A+ to B suppliers. We will not use any supplier under a “B”!

• American Made!! We do a great job with our all USA made product lines so if buying American made is needed we can deliver!

• Large quantity buys. When you have the need for high volumes at lower costs, you can trust the Target Group to deliver. We have our overseas division with “boots on the ground” to make sure orders go well.

What Makes The Difference?

It’s not the paint brush that’s responsible for the Mona Lisa, It’s not the basketball responsible for Michael Jordan’s success,

It’s not just the Promotional Product that make the difference in a successful campaign!

We are the difference! We are The Target Group!

Integrated Marketing

Anecdote: A man dies and finds himself at the Pearly Gates with both St. Peter and the devil. St. Peter says you weren’t supposed to die for another 10 years. We’ll have to send you back. The man is thrilled , but on his way out he sees one door to heaven and one door to hell.

He hears a raging party behind the door to hell and takes a peek inside. Inside is an incredible party, endless food, champagne, music, and every rock star from history beckoning him to join them. He says if this is hell , I want in!

When he returns to Earth, he spends the next decade committing every sin he knows, ten years to the day, he dies and meets the devil in the front of the door to hell. As the door opens he hears no music and sees no party; only fire and brimstone of a thousand damned souls.

He cries, “Wait! Where’s the party?” the devil smiles and explains, “Oh, ten years ago you were a prospect. Now you’re a customer.”

A Quick Story

The Question……

How much time, effort, and money is your company spending to attract new prospects only to lose them shortly after?

• Is your conversion rate the very best it can be?• Are you selling everything you possibly can to all of

your clients?• Are you keeping your clients as long as possible?• What are you doing with those who are not currently

buying?

Retain Your Clients & Reactivate the In-active


The time to act is NOW! The good news is the hard part is already done.

1. We already have a start on what needs to be accomplished and how to go about it!

2. We have the right creative people, head line writers, copy writers, printers, packaging specialists, promotional advertising specialists, web designers, graphic designers, programmers, video producers, and scripters in place to implement and execute to get the RESULTS you are looking for?

Who is The Target Group Inc.?• A team of creative marketing specialists• Result driven copy writers• Talented graphic artists• Video specialists• Web designers• Web programmers• Social networking gurus• Print and Packaging specialists • Some of the most highly touted creative marketing

and cost containments specialists in the country!!


What Can The Target Group Do For You?

• Develop a dimensional marketing campaign for your business that will differentiate your company and make it easy to set up appointments with prospects.

• Use “creative copy” to motivate prospects and clients to action

• Use “cutting edge” graphics to stimulate interest from your prospects and clients.


What Can The Target Group Do For You?

• Sell more by showcasing your products and services with Video.

• Create a great looking website that is optimized properly, driving more traffic and converting more sales.

• Create and drive your Social Networking presence

• Optimize and systematize your organization for success!



• Jeff Jarvis – Unhappy experience with Dell Inc. over laptop computer

• Went on buzzmachine.com & sent an open letter to Michael Dell

• Others jumped on to tell their Dell horror stories

• Consumers went to Dell’s site and posted harsh messages

• Consumers Googled Dell they were hit with the harsh messages

• Grabbed attention of PC World, Business Week, & The Wall Street Journal

• 1,000’s upon 1000’s heard about it


• Bob Garfield received poor, unresponsive service by Comcast Cable

• Launched a site…“comcastmustdie.com”

• Over 700 supportive comments online

• Vince Ferrari called to cancel his AOL account

• The representative was rude, and refused to cancel

• At one point the representative said “He wanted to talk to Ferrari’s father!”

• He recorded the 21 minute conversation, posted it on YouTube and had 62,827 views in two days

• He was called by CNBC, The New York Times and appeared on the Today Show

Their pains

Their fears

Theirworries

Their problems

Their interestsTheir

frustrations

Their challenges Their

troubles

Their difficulties

“YOUR NUMBER ONE OBSTACLE IN MARKETING COMMUNICATIONS

YOUR MAJOR MARKETING/SELLING OBSTACLE

YOUR PROSPECT’S PREOCCUPATION BARRIER!YOU HAVE COMPETITION FOR YOUR MESSAGES

Your audience is exposed to approximately 2500 marketing messages a day!What are your prospects thinking about? – Themselves!

YOUR MESSAGES MUST BE COMPELLING!

“What We Do”Prospecting Messages

vs.

“What In It For Me”?Prospecting Messages

Headlines that are intriguing, capture prospect attention and the right

headline can outperform by as much as 500% or more!

Pain / Fear outsells gain 5/1 Emotions outsell logic 5/1

SO, HOW DO YOU INCREASE YOUR PROSPECTS, IMPROVE YOUR CONVERSION RATE AND INCREASE YOUR CUSTOMER WORTH…ALL AT THE

SAME TIME?

START BY AUDITING THE HIDDEN MARKETING ASSETSIN YOUR BUSINESS

HIDDEN MARKETING ASSETS ARE YOUR SMALL BUSINESS ASSETS

THAT ARE UNDERUTILIZED AND/OR ARE UNDERPERFORMING

THEY ARE ALSO OVERLOOKED SALES OPPORTUNITIES AND UNTAPPED SALES POSSIBILITIES


There are numerous Hidden Marketing Assets. Your small business may have unique Hidden Marketing Assets that may be limiting your growth.

However, there are some common Hidden Marketing Assets that apply to a wide range of businesses.

UNDERPERFORMING ASSETS NEGATIVE IMPACT ON YOUR BUSINESS Advertising that falls short

Broken Sales & Marketing Process

Poor Website Performance

Reduces Prospects



COMMON HIDDEN MARKETING ASSETS (Continued)

UNDERUTILIZED ASSETS NEGATIVE IMPACT ON YOUR BUSINESS Relationships with Other

Businesses

Competitive Advantage not Articulated or Integrated

Past Customers

Limits New Prospects


Reduces Conversion Rate and Lowers Customer Worth

IF YOU WANT TO INCREASE SALES, CUSTOMERS, AND PROFITABILITY YOU MUST KNOW YOUR CORE SALES NUMBERS!

For instance…

…How many new prospects are you touching a month from all sources?

…How many prospects are buying a month (your conversion rate)?

…What is your average sale?

Remember, the DATA SPEAKS!

It will tell you what assets are underperforming and/or underutilized. It will show you overlooked sales opportunities and untapped sales possibilities.

GET YOUR ARMS AROUND YOUR CORE SALES NUMBERS!

MARKETING WITH A SYSTEM

Marketing and Sales Results Occur, Good or Bad, Because a System is in Place Producing Them!

RANDOM MARKETING

Toes in the Water

Lack of Commitment

“Silver Bullet”

Throwing Money at Marketing

Inconsistent

UnrelatedShotgun

Winging itStop n’ Go

Mercy of the Marketplace Hit n’ Miss

Hope

MARKETING WITH A SYSTEM (continued)

SYSTEM MARKETING

Capture Core Sales Numbers

Track Core Sales Numbers

Map Results / Develop Ratios

Evaluate Results

Tweak and Optimize the Process

Create a Sustainable and Repeatable Process

MAPPING YOUR CORE SALES NUMBERS

AN EXAMPLE

BROKEN SALES AND MARKETING SYSTEM(SALES ARE FLAT, DECLINING)

MAP YOUR PROCESS AND EVALUATE RESULTS!

Retail Store Mails 500 Pieces to Prospects with a Coupon

50 Prospects Enter the Store

Sales Conversation Takes Place

10 Sales are made

Average Sale = $80 x 10 Equals $800

OPTIMIZATION

YOU WANT TO GET THE MOST OUT OF EVERY STEP IN YOUR SALES AND MARKETING PROCESS

SO, HERE ARE SOME KEY OPTIMIZATION QUESTIONS FOR EACH STEP IN THE EXAMPLE:

Step 1 – Retail Store Mails 500 Pieces to Prospects with a Coupon

* Direct-Response Advertising – Ads, Billboards, etc.?* Referrals?* Networking?* Joint Promotions?* Business Alliances?* Publicity Opportunities?* Search Engine Optimization (SEO) for our website?* Database Marketing – Prospective Customers, Current Customers, Past Customers?


OPTIMIZATION (continued)

Step 1 – How Do I Make the Direct Mail and E-Mail More Effective to Increase Prospects?

* Right Target Market?* A Different, More Compelling Headline?* A Different Offer?* Build in more Benefits?* Offer Proof and Testimonials?* “You” Approach Rather Than a “We” or “Us” Approach?* Test it on a Smaller Population Before we Roll it Out?



Step 2 – 50 Prospects Enter the Store

* How do we create a more positive impression?* How do we make the store more inviting?* How do we create a relevant greeting?

GOAL = INCREASE THE CONVERSION RATEStep 3 - How Do We Increase the Persuasiveness of Our Sales Conversations with our Prospects, Prospective Customers, Current Customers, and Past Customers?

* Are we hiring the right people?* Do Our Sales Reps Have Consultative Sales Training That Teaches Them How to

Build Rapport, Trust, and Integrity in Their Sales Conversations? * Do our Sales Reps Know How to Sell to Different Styles of Buyers?* Do our Sales Reps Know How to Ask for an Order Without Being Pushy and

Shovey?



Step 4 – Sale Is Made or Not Made

* How do we improve the closing rate of our reps?* How do we generate more buying commitment during the sales conversation?


Step 5 – How Do We Increase the Average Value of a Sale?

* Are There Upsell Opportunities?* Are There Cross-Sell Opportunities?* Are There Back-End Selling Opportunities?

GOAL = INCREASE THE WORTH OF A CUSTOMER

Tg swi ppt 61713 (2)

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Transcript of Tg swi ppt 61713 (2)