offline blueprint
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Lesson # 4 of 4Offline Blueprint Coaching
After Getting The Check
By
Millard W. GrubbBackyard Gazette Publishing
http://www.offlineblueprint.com
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Offline Blueprint Coaching: After Getting The Check
2011 Millard W. Grubb - All Rights Reserved. http://www.offlineblueprint.com2
NOTICE: You Do NOT Have the Rightto Reprint or Resell this Report!
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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.
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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.
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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 ofasking 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 throughwith great advice.
Ill show you how to do both in this lesson.
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Offline Blueprint Coaching: After Getting The Check
2011 Millard W. Grubb - All Rights Reserved. http://www.offlineblueprint.com5
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. Youmust 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 bigdifferences 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 theimportance of getting good information right from the beginning so you candevelop 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 bymeetings 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 thebusiness. 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 overthese questions with the business owner, you will know a tremendous amount of
information about the business. And with this information, you will know where thestrong 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 whoare assigned those tasks and responsibilities accountable for their completion.
2. Introduce and review your Agenda. Again, by introducing an agenda, youare 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.
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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 thatif 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, andthat 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 AuditSection 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 ifthey 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 getfrom 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 orthoughts 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 isexpected 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 willmake 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.
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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 theyare active in the business. In larger companies, this group may include several
department heads or other responsible people the CEO, president or owner wishesto 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.
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Offline Blueprint Coaching: After Getting The Check
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Formulate Strategies & Develop Systems
Once you have your Confidential Growth Audit completed, it is time to work on theactual formulation of the strategies and systems you will implement in your clientsbusiness.
Go back through all the information you have collected from you research with the
business competitors, customers and the Confidential Growth Audit, anddetermine 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 ayellow highlighter with you when the doing the audit. You can
Highlight the question that waves a red flag at you about somethingthe business needs to work on fast.
Use the Profit Generating Idea Stimulatorsmanual, (Located at the end of thelesson) and other resources you have to determine the best things to do for thebusiness. Make adetailed plan, but dont get over-zealous and attempt to give
them too much. It is far better togive the Strategies Teams a few things they can
accomplish quickly and with ease, than toover-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.
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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 havedeveloped 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 thecompany 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 moreprofitableand 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 membersof the team, that they have been hand-chosen and that you value theirexperience, 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 awhole, 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 andeventually will.
2. Present and review your Agenda. Again, the Agenda is critical to yourpositioning as an organized and experienced expert who knows what they want toaccomplish and the steps necessary to do so. Most of these people dont use anagenda 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 thesteps 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 additionsorenhancements you have made to the Business Improvement Ideas you came
up with inyour research phase.
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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 withquestions 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 formaking 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 andcompleted. 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 Teammembers 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 asmall 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.
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Follow-Up Meetings
Once assignments have been made to your Strategies Teams, the follow-upmeetings 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 andtry 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 beafraid 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 certainassignment 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 yourfollow-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 andmake 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.
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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 howto figure Lifetime Value of Customers.
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ProfitGenerating
Idea
Stimulators
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111 Lead-Generating Ideas
1. Bumper Stickers
2. School Advertising andPromos
3. Church Bulletins
4. Card Decks
5. Matchbooks
6. Classified Advertising
7. Door Hangers
8. Restaurant Placemats
9. Electronic Bulletin Boards
10. Bulletin Boards
11. Cable TV
12. On-Package Advertising
13. Bag Stuffers14. CD-ROM Catalogues
15. Interviews
16. Flyers
17. In-Package Advertising
18. TV Infomercials
19. Special Reports
20. Fairs
21. Correspondence Courses
22. Online Catalogues
23. Personal Letters
24. In-Bound Telemarketing
25. Outgoing Calls
26. Private Unveilings
27. Loss Leaders
28. Canvassing House ToHouse
29. Banners Signs
30. Centers Of Influence
31. Gift Baskets
32. Celebrity Endorsements
33. Gasoline Pump Ads
34. Word-Of-Mouth
35. T-Shirt Ads
36. Statement Stuffers
37. Voice Mail
38. Radio/TV Interviews
39. Fund Raisers
40. Gift Certificates
41. Newsletter Inserts
42. Magazine Inserts43. Letters To Editors
44. Exhibits
45. Associate E-Marketing
46. Workshops
47. Previews
48. Tabloids
49. Flea Market Stands
50. Repetition
51. The Small Press
52. Big NewspaperAdvertising
53. Radio Advertising
54. Magazine Advertising
55. TV Advertising
56. Internet Advertising
57. Trade Journals
58. Industry Newsletters
59. College/CampusNewspaper Advertising
60. Newspaper Inserts61. Press Release
62. Drop Boxes
63. Handouts
64. Catalogues
65. Brochures
66. Yellow Pages
67. White Pages Listing
68. Alternate And SpecialDirectories
69. Barter And TradeExchanges
70. Buying Customer Lists
71. Direct Mail
72. Piggyback Mailings
73. Fax Broadcasting
74. Fax-on-Demand
75. Billboards And Poster
76. Taxi And Bus Advertising
77. Cinema Advertising
78. Sponsorships79. Post Card Mailings
80. Signs On Buildings
81. Company Car Or VehicleAdvertising
82. In-Store Signs
83. Moving Display In-Store
84. Signs
85. Sidewalk Signs
86. Window Displays
87. In-Store Special Promotions88. Start A Newsletter
89. Stickers
90. Refrigerator Magnets
91. Promotional Premiums
92. Sky Writing
93. Blimps
94. Business Cards
95. Networking
96. Cold Calling
97. Sales Personnel
98. Telemarketing
99. Competitions
100. Host Beneficiary
101. Strategic Alliance
102. Publish A Book
103. Seminars
104. Trade Shows
105. Public Markets
106. Location, Location, Location
107. Business Hours
108. Referrals
109. Testing
110. Grand Openings/SpecialOpenings
111. Party Plans
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63 Ways To Increase Conversion Rates
1. The Guarantee
2. Unique Selling Proposition
3. Carry An Exclusive Line
4. Develop An Exclusive Product
5. Offer Greater Variety
6. Sell Quality
7. Testimonials
8. Demonstrations
9. High Quality Brochure
10. Making An Offer
11. Packaging
12. Awards And Citations
13. Telephone On-Hold Messages
14. Set Up An Account
15. Mail Order
16. Payment Plans And Financing
17. Audio and Visual Demonstrations
18. Copy And Distribute Press Articles
19. Send An Action Plan
20. Mission Statement-Vision Statement
21. Questionnaires
22. Office Dress Codes23. Try Before You Buy
24. Sales Scripts
25. Instilling Trust
26. Rapport
27. Sell Value, Not Price
28. Be the Expert On Your Product
29. The Up Sell
30. The Cross Sell
31. The Down Sell32. NLP Techniques
33. Appeal to Emotions
34. Follow-Up
35. Remember To Ask For The Sale
36. Toll-Free Number
37. Paid Reply Envelope
38. Entertaining
39. Sales Training
40. Incentive Builders
41. Conduct A Survey
42. First Time Buyer Incentives
43. Look Approachable
44. Trade-Ins
45. Selling In Bulk
46. Limited Time Offer
47. Direct Mail Innovation
48. Get Maximum Prospect Data
49. Give To Receive
50. Site Tours
51. Concentrate On High QualityProspects
52. Create And Use A Company Profile
53. Direct Mail Stimulators54. Send A Gift Check
55. Have It On Hand
56. Exclusive Customers
57. Be Reliable, Be Consistent
58. Keep In Touch With Customers
59. Expand Your Product Range
60. Planned Obsolescence
61. Work With Pre-Payments
62. Set Solid Sales Goals63. Track Sales Conversion Rates
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53 Ways To Increase The Average
Transactional Value Of Each Sale
1. Raise Your Prices
2. The Up Sell3. Back-End Sale
4. Down-Sell
5. The Cross Sell
6. Checklist
7. Questionnaire
8. Terms And Financing
9. Capture An Exclusive Position
10. Expand Your Product Range
11. Terms And Financing
12. Set Up An Account
13. Try Before You Buy
14. Follow-Up
15. First Time Buyer Incentives
16. Concentrate On High QualityProspects
17. The Science Of Store Layout
18. Set Solid Sales Goals
19. Selling In Bulk
20. Give To Receive
21. Point Of Sale Tools
22. Stimulate Impulse Buying
23. Work With Pre-Payments
24. NLP Techniques
25. Sales Scripts
26. Instilling Trust
27. Directing Customer Response
28. Use Package Deals
29. Sell Bulk30. Direct Mail Stimulators
31. Sell Value, Not Price
32. Keep In Touch With Customers
33. Have In On Hand
34. Incentive Builders For Big Purchases
35. Offer Greater Variety
36. Sell Extended Warranties
37. Demonstrations
38. Carry An Exclusive Line
39. Educate the Customer On All YourProducts
40. Audio And Visual Demonstrations
41. Incentive Builders
42. Consult For Your Own Product
43. Service Contracts
44. Testimonials
45. Make Home Delivery Available
46. Build Rapport Appeal To Ego
47. Instilling Trust
48. Have A Goal
49. Send An Action Plan
50. Be The Expert On Your Product
51. Remember To Ask For The Sale
52. Use The Element Of Free
53. Minimum Order Amounts
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68 Profit Margin Enhancers
1. Across The Board Price Hikes
2. Deal In High Margin Products
3. Forget Discounting
4. Create Your Own Label5. To Sell Right, You Have To Buy Right
6. Keep Your customers Coming Back ByTreating Them Right
7. Learn From Others In Business
8. Innovate
9. Your Employees Can Be Your Eyes AndEars
10. Overheads And Costs Concern And AffectEveryone
11. Control Billing and Collections
12. Collect Past-Due Receivables
13. Watch Your Expenses
14. Monitor And Control Employee Costs
15. Measure And Monitor Financial Statements
16. Establish Benchmarks For Future Plans
17. Enlist The Help Of Advisors Or Mentors
18. Bypass Low Quality Customers
19. Monitor Your Database
20. Record Your Presentations
21. Use Direct Mail
22. Use A Web Page
23. Operate From Home
24. Trim Staff
25. Reduce Management
26. CEO/Director
27. Engineer Efficiency
28. Make Margins Everyones Business
29. Budget Monthly30. Costs As Percentage Of Sales
31. Sell Consignment
32. Repackage With Your Own Label
33. Make Better Use Of Down Time
34. Buying Groups
35. Loan Consolidation
36. Consider A Factoring Arrangement
37. Charge Your Own Finance Fees
38. Fees For Services39. Manipulate Your Credit Terms
40. Clean House-Sell Off Unneeded Equipment
41. Increase Your Efficiency ThroughSystemization
42. Reduce Your Tax Burden
43. Government Programs
44. Export Labor Costs
45. Get A Deal On Fixed Expenses
46. Employ Your Own Skills And Talents47. Outsourcing
48. Your Location
49. Cash Only
50. Minimum Stock And Storage
51. Pay Slow, Collect Fast
52. Renting Can Be Cheaper Than Owning
53. Use Per Inquiry Advertising
54. Dump Inefficient Or Do-Nothing Marketing
55. A Better Accountant
56. Watch Fixed Monthly Costs
57. Bill Fast Or Take Cash
58. Monitor Your Billing, Bank Accounts
59. Constantly Test, Measure And Monitor
60. Get Paid For Your Time
61. Franchising
62. Efficiency/No Duplication
63. Across The Board Cuts
64. Negotiate
65. Recycle
66. Favor Fast Moving Merchandise
67. Use Purchase Order System
68. Negotiate Employee Pay
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55 Ways To Increase The Frequency
Of Purchases
1. Get Maximum Use From Your Customer
Database2. Demand Better Ad Placement
3. Get Customers To Tell You What They Want
4. Cold Cash Instead Of Discount
5. Make Use Of Key Trigger Phrases
6. The Wow! Factor
7. Establish A Frequent Buyers Club And Card
8. Keep Customers Informed
9. Telemarketing
10. Work Within A Niche11. In-Package Advertising
12. Customer Appreciation Day
13. Superior Customer Service
14. Over Deliver On your Promise
15. Use Service Contracts
16. Freebie for 9th Customer
17. Find Out Everything You Can AboutCustomer
18. Target Top Performing Customers
19. Newsletter Inserts
20. Back-End Selling
21. Pre-Sell After First Sale
22. Start A newsletter
23. Competition
24. Previews
25. Send Gifts
26. New Offers Every Week, Month
27. In-Store signs
28. Personal letters
29. Bag Stuffers30. Networking
31. Thank You Dollars
32. Fax Sales
33. Reminder Schedule
34. Outgoing Calls
35. Practice Customer Differentiation
36. Promotional Premiums
37. Issue Exclusive Phone Numbers To The Best
38. Use Bounce-Back Tools39. Private Unveilings
40. Use Continuity Techniques/Products
41. Statement Stuffers
42. Bring A Friend Free
43. Stop Competing, Start Creating
44. Surprise Others
45. Start A Specialty Club Focused On Our Brand
46. Gift Certificates
47. Master The Art Of Saying Thank You48. Make Your Customers Feel Guilty
49. MLM
50. Post Card Mailings
51. Loss Leaders
52. Distributors And Agents
53. Sell The Experience As Much As The Product
54. Create A Newsletter
55. Direct Mail
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38 Ways To Increase The Average
Buying Lifetime Of Your Customers
1. Excel At Customer Service
2. Implement A Customer Reactivation Program3. Deliver More Than They Expected
4. Use Service Contracts
5. Know Your Costumers Well And Make sureThey Know You Well
6. Highlight Weekly Deals
7. Invite Them Back
8. Create Longevity Psychology, Perks
9. A Key Ring, A Pen, A Calendar
10. Retainers Or Contracts11. Till Further Notice Arrangement
12. Prearrange Future Sales
13. Take Trade-Ins
14. Jack Up Their Credit
15. Massage Your Best Repeat Customers
16. After Purchase Affirmation
17. Explain Additional Benefits, uses
18. Keep The Direct Mail Coming
19. Follow-Up
20. Phone Call Contacts
21. Customer Appreciation Contests22. Free Trial Offers
23. Train For Repeat Selling Behavior
24. Invite Customers To Buy Stock In You
25. Deal In the Consumable
26. Schedule Of Communication
27. Make Friends, Socialize With Clients
28. Stickers
29. Catalogues
30. Co-Op Selling31. Rent Your House List
32. Clean Your List Often
33. Create A Database Beyond The List
34. Customer Appreciation Events
35. Unadvertised Sales
36. Promotional Premiums
37. Sneak Previews
38. Upgrade For Free
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57 Referral-Generating Ideas
1. Put Them At Ease
2. They Owe It To Others To Refer
3. New Residents
4. Previous Business Contacts
5. Join A National Organization
6. Concentrate On A Core Referral Group
7. Provide A Tape
8. Offer A Group Rate
9. Bring A Friend Free
10. First Time Quota
11. Get A Publisher To Recommend You
12. Spiritual Leaders
13. Use A Variety Of Referral Letters
14. School Tours
15. Thank You Dollars
16. Gear Up Your Web Site As A Referral Tool
17. All Office Contact
18. Extended Family
19. High Visibility
20. Image Of Generosity
21. Expand Your Circle
22. New Business Contacts
23. Surprise Others
24. Set Conditions
25. Use Signs In Your Place Of Business
26. Referral Letters
27. Send Referrals To Others
28. Send Gifts
29. Customer Appreciation Day
30. The Wow! Factor
31. Educate Your Customers
32. Position Yourself As Unique
33. Target Top Performing Customers
34. Attend Professional Meetings
35. Freebie For 9th Customer
36. Unsold Prospects
37. Train your Employees To Get Referrals
38. Create A Referral Kit
39. Offer Money Back
40. Care And Share Appeal
41. Public Speaking
42. Appreciation Prompters
43. Work Within A Niche
44. Supply Referral Forms To Employees
45. Endorsement Letters
46. Join Chamber Of Commerce
47. Use Case Histories
48. Try Direct And Specific
49. Web Site Referrals
50. Work With Out Of Area Clients
51. Forward Looking Communication
52. Let The Media Know What You Are Doing
53. Jump At Compliments
54. Cold Cash Instead Of Discount
55. Work With Vendors
56. Up The Reward For Each Referral
57. Contact Competitors
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Confidential
Business
Audit
Millard Grubb
Consulting
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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, andwho you sell to, by industry, commercial category, or specific niche). Explain it as though you weretalking to someone outside your industry: __________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
__________________________________________________________________________________
18. What is your business philosophy as it relates to your customers? ____________________________
_________________________________________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
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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: __________________________________________________________________
_________________________________________________________________________________
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Chief OperatingOfficer
SalesManager
Advertising /
MarketingManager
ProductionManager
WebsiteManager
FacilitiesManager
AccountsReceivableManager
AccountsPayableManager
Vice President /Operations
Vice President /Marketing
Executive Level Organizational Chart
Service
Manager
ProductDevelopment
Telemarketers
Outside Sales
Inside Sales
Internet Mktg.
Vice President /Finance
Production
CustomerService
Delivery
Custodian
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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 wantfrom 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 donot? __________________________________________________________________________
________________________________________________________________________________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 thatcould 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? _______________________________
________________________________________________________________________________
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Product 2:__________________________________________________________________________
How does your customer benefit from using this product?:_________________________________
________________________________________________________________________________
________________________________________________________________________________
What do your customers really wantfrom 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 donot? __________________________________________________________________________
________________________________________________________________________________
Regarding this particular product, what can you offer that your competition either cannot or doesnot? ____________________________________________________________________________
________________________________________________________________________________
What other products or services could your customers logically want or purchase from you thatcould 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? _______________________________
________________________________________________________________________________
________________________________________________________________________________
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Product 3:__________________________________________________________________________
How does your customer benefit from using this product?:_________________________________
________________________________________________________________________________
________________________________________________________________________________
What do your customers really wantfrom 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 donot? ____________________________________________________________________________
________________________________________________________________________________
Regarding this particular product, what can you offer that your competition either cannot or doesnot? ____________________________________________________________________________
________________________________________________________________________________
What other products or services could your customers logically want or purchase from you thatcould 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? _______________________________
________________________________________________________________________________
________________________________________________________________________________
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Product 4: __________________________________________________________________________
How does your customer benefit from using this product?:_________________________________
________________________________________________________________________________
________________________________________________________________________________
What do your customers really wantfrom 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 donot? ____________________________________________________________________________
________________________________________________________________________________
Regarding this particular product, what can you offer that your competition either cannot or doesnot? ____________________________________________________________________________
________________________________________________________________________________
What other products or services could your customers logically want or purchase from you thatcould 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? _______________________________
________________________________________________________________________________
________________________________________________________________________________
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Product 5: __________________________________________________________________________
How does your customer benefit from using this product?:_________________________________
________________________________________________________________________________
________________________________________________________________________________
What do your customers really wantfrom 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 donot? ____________________________________________________________________________
________________________________________________________________________________
Regarding this particular product, what can you offer that your competition either cannot or doesnot? ____________________________________________________________________________
________________________________________________________________________________
What other products or services could your customers logically want or purchase from you thatcould 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? _______________________________
________________________________________________________________________________
________________________________________________________________________________
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2. Describe the services you offer:
Service 1:__________________________________________________________________________
How does your customer benefit from using this service?: _________________________________
________________________________________________________________________________
________________________________________________________________________________
What do your customers really wantfrom their point of view from this service? (Be specific.Dont just answer a quality product, low prices, or outstanding service.): ________________
________________________________________________________________________________
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 doesnot? ____________________________________________________________________________
________________________________________________________________________________
What other products or services could your customers logically want or purchase from you that couldhelp 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? _________________________________
_________________________________________________________________________________
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Service 2:__________________________________________________________________________
How does your customer benefit from using this service?: _________________________________
________________________________________________________________________________
________________________________________________________________________________
What do your customers really wantfrom their point of view from this service? (Be specific.Dont just answer a quality product, low prices, or outstanding service.): ________________
________________________________________________________________________________
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 doesnot? ____________________________________________________________________________
________________________________________________________________________________
What other products or services could your customers logically want or purchase from you that couldhelp 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? _________________________________
________________________________________________________________________________
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Service 3:__________________________________________________________________________
How does your customer benefit from using this service?: _________________________________
________________________________________________________________________________
________________________________________________________________________________
What do your customers really wantfrom their point of view from this service? (Be specific.Dont just answer a quality product, low prices, or outstanding service.): ________________
________________________________________________________________________________
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 doesnot? ____________________________________________________________________________
________________________________________________________________________________
What other products or services could your customers logically want or purchase from you that couldhelp 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? _________________________________
________________________________________________________________________________
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Service 4:__________________________________________________________________________
How does your customer benefit from using this service?: _________________________________
________________________________________________________________________________
________________________________________________________________________________What do your customers really wantfrom their point of view from this service? (Be specific.Dont just answer a quality product, low prices, or outstanding service.): ________________
________________________________________________________________________________
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 doesnot? ____________________________________________________________________________
________________________________________________________________________________
What other products or services could your customers logically want or purchase from you that couldhelp 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? _________________________________
________________________________________________________________________________
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Service 5:__________________________________________________________________________
How does your customer benefit from using this service?: _________________________________
________________________________________________________________________________
________________________________________________________________________________
What do your customers really wantfrom their point of view from this service? (Be specific.Dont just answer a quality product, low prices, or outstanding service.): ________________
________________________________________________________________________________
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 doesnot? ____________________________________________________________________________
________________________________________________________________________________
What other products or services could your customers logically want or purchase from you that couldhelp 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? _________________________________
________________________________________________________________________________
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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 happyclient:_____________________________________________________________________________
__________________________________________________________________________________
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 thisissue?____________________________________________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
12. What is the lifetime value of your typical customer (i.e. how much revenue will he/she generate foryou 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?: __________________________________________
________________________________________________________________________________
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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 mostprobable 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 ___ No
Do you keep in touch with them on a regular basis? ___ Yes ___ 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 ___ No
Do you keep in touch with them on a regular basis? ___ Yes ___ 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? _____________
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21. What is your market potential (universe) and what is your and your top three competitors currentshare of that market?
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 currentsuccess? _________________________________________________________________________
________________________________________________________________________________
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 aboutyour product/service that distinguishes it from that offered by your competition? Why should yourprospects or customers buy this product from you and not your competitors?)
Product 1:________________________________________________________________________
________________________________________________________________________________
Product 2:________________________________________________________________________
________________________________________________________________________________
Name of Company Percent of YourPrimary Market
Percent of YourSecondary Market
Your Company
1
3
2
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Product 3:________________________________________________________________________
________________________________________________________________________________
28. What is your Unique Competitive Advantage or UCA for your company? (What is it about yourcompany that distinguishes it from your competition? Why should your prospects or customers dobusiness with you and not your competitors?) ____________________________________________
_________________________________________________________________________________
_________________________________________________________________________________
29. What is your Unique Competitive Advantage or UCA for yourself or your sales staff? (What is itabout you (or them) that distinguishes you from your competition? Why should your prospects orcustomers 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, whynot?_____________________________________________________________________________
_________________________________________________________________________________
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 customerspatronize? ________________________________________________________________________
_________________________________________________________________________________
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 addany more staff, machinery, equipment, move your premises, etc?
Number of customers:______________________ Gross revenues: $_________________________
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41. How many inquiries from prospects do you receive each week or month and what percentage areconverted into sales?
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._______________________________________________________________________
Source of Prospect Inquiries Number/Week Conversion Rate
1
2
4
3
5
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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:_________________________________________________________________________
Number of customers it produces _____________ per week / month / each time it runs
Gross revenues it produces: $_________________ Gross profits it produces: $________________
Offer 3:_________________________________________________________________________
Number of customers it produces _____________ per week / month / each time it runs
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Gross revenues it produces: $_________________ Gross profits it produces: _________________
Offer 4:_________________________________________________________________________
Number of customers it produces _____________ per week / month / each time it runs
Gross revenues it produces: $_________________ Gross profits it produces: $_________________
Offer 5: _________________________