Smart Strategy Group Smart Start Workshop www smartstrategygroup

Smart Start workshop www. smartstrategygroup. com Copyright Max. Net Media Pty Ltd © 2013

Smart Start workshop Objectives • How do we make you stand out? • ½

Customers Value Wedge Value Parity You www. smartstrategygroup. com Competitors Conversations That Win The

Value Wedge - Power Position Important to your prospect You ens i Def o

Message Pyramid Power Position Means Does IS www. smartstrategygroup. com Message & uniqueness Features

What it “Does” Example: Tylenol What Your Solution IS Tyenol is Acetaminophen www. smartstrategygroup.

What it “Does” Example: Smart Start Workshop What Your Solution IS Smart Start is

Smart Start workshop Housekeeping • I will be strict on time (comfort breaks incl.

Let’s Start. . . www. smartstrategygroup. com Copyright Max. Net Media Pty Ltd ©

Step 1 - Smart Start Matrix Analyze Existing Case Studies Create Services & Product

Step 2 - Smart Start Matrix Analyze Existing Case Studies Create Services & Product

Step 3 - Smart Start Matrix Analyze Existing Case Studies Create Services & Product

Step 4 - Smart Start Matrix Analyze Existing Case Studies Create Services & Product

Step 5 - Smart Start Matrix Analyze Existing Case Studies Create Services & Product

Next Step. S. . . Analyze Existing Case Studies Create Services & Product Characteristi

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Smart Start workshop Objectives • How do we make you stand out? • ½ day only, let’s think in 140 characters • Know which prospects to target right now for quick wins • Know how to make your website different to your competitor’s www. smartstrategygroup. com Copyright Max. Net Media Pty Ltd © 2013

Customers Value Wedge Value Parity You www. smartstrategygroup. com Competitors Conversations That Win The Complex Sale Erik Peterson & Tim Riesterer

Value Wedge - Power Position Important to your prospect You ens i Def o ue t Uniq www. smartstrategygroup. com ble Value Wedge Conversations That Win The Complex Sale Erik Peterson & Tim Riesterer

Message Pyramid Power Position Means Does IS www. smartstrategygroup. com Message & uniqueness Features & functions Conversations That Win The Complex Sale Erik Peterson & Tim Riesterer

What it “Does” Example: Tylenol What Your Solution IS Tyenol is Acetaminophen www. smartstrategygroup. com What IT Does It Relieves Pain Without upsetting your stomach What It Means It means you can be more productive at work because you don’t have a headache or the side effects of stomachache. It means you can be more patient with your kids, because you are pain-free Conversations That Win The Complex Sale Erik Peterson & Tim Riesterer

What it “Does” Example: Smart Start Workshop What Your Solution IS Smart Start is a proven 5 step marketing Workshop www. smartstrategygroup. com What IT Does It creates a unique marketing message in ½ day What It Means It means you target prospects most likely to buy from you through unique website messaging that speaks to the customer problems you solve best. It means you will know how to improve your website later today. Conversations That Win The Complex Sale Erik Peterson & Tim Riesterer

Smart Start workshop Housekeeping • I will be strict on time (comfort breaks incl. ) • I am the facilitator, my job is to control the workshop and the discussion • I don’t have answers, just questions • Be honest, even though it may be tough • I’ll reveal the 5 steps as we go. . . www. smartstrategygroup. com Copyright Max. Net Media Pty Ltd © 2013

Step 1 - Smart Start Matrix Analyze Existing Case Studies Create Services & Product Characteristi cs www. smartstrategygroup. com Create A “Use Case” List Create Matrix With Benefits Per Industry Choose Beachhead For Marketing & Create Beachhead Pitch Expand with “Bowling Alley” effect Copyright Max. Net Media Pty Ltd © 2013

Step 2 - Smart Start Matrix Analyze Existing Case Studies Create Services & Product Characteristi cs www. smartstrategygroup. com Create A “Use Case” List Create Matrix With Benefits Per Industry Choose Beachhead For Marketing & Create Beachhead Pitch Expand with “Bowling Alley” effect Copyright Max. Net Media Pty Ltd © 2013

Step 3 - Smart Start Matrix Analyze Existing Case Studies Create Services & Product Characteristi cs www. smartstrategygroup. com Create A “Use Case” List Create Matrix With Benefits Per Industry Choose Beachhead For Marketing & Create Beachhead Pitch Expand with “Bowling Alley” effect Copyright Max. Net Media Pty Ltd © 2013

Step 4 - Smart Start Matrix Analyze Existing Case Studies Create Services & Product Characteristi cs www. smartstrategygroup. com Create A “Use Case” List Create Matrix With Benefits Per Industry Choose Beachhead For Marketing & Create Beachhead Pitch Expand with “Bowling Alley” effect Copyright Max. Net Media Pty Ltd © 2013

Step 5 - Smart Start Matrix Analyze Existing Case Studies Create Services & Product Characteristi cs www. smartstrategygroup. com Create A “Use Case” List Create Matrix With Benefits Per Industry Choose Beachhead For Marketing & Create Beachhead Pitch Expand with “Bowling Alley” effect Copyright Max. Net Media Pty Ltd © 2013

Next Step. S. . . Analyze Existing Case Studies Create Services & Product Characteristi cs www. smartstrategygroup. com Create A “Use Case” List Create Matrix With Benefits Per Industry Choose Beachhead For Marketing & Create Beachhead Pitch Expand with “Bowling Alley” effect Copyright Max. Net Media Pty Ltd © 2013