How to Create an Easier, Simpler, More Profitable Road to Customers Session 3 Martha Hanlon and Chris Williams

Clear Your Path of “Junk” Session 1 Clear Your Path of “Junk” Session 2 Redefine Your Ideal Customer Session 3 Uncover What Your Customer Wants Session 4 Apply Everything to Your Marketing Session 5 Apply Everything to Your Sales System Session 6 Transform Your Selling Beliefs Workshop Agenda Wide Awake Business Proprietary: Do Not Distribute

Wide Awake Business Proprietary: The Basics 6 Sessions, 60 minutes each All Sessions recorded & placed at www.WideAwakeBusiness.com/webinar Weekly work assignments Submit work assignments by Sunday night to WABassignments@gmail.com for our review Take notes Call from a Quiet Place where you can work Please use a headset, not your PC speakers Wide Awake Business Proprietary: Do Not Distribute

Facts About Me and My Business My business name is: What I do is: I’ve been in this business for x years/months: I have/don’t have customers: In 2017 I grossed x amount of money in the business: I pay myself/don’t pay myself:

Super Powers: Dr. Koudelka example What We Are Do How We Do it Who We Do It For Why We Do It Tangible Intangible Naturopaths Primary care physician The Listening Doctor Licensed physicians from accredited medical school Feel like the “me” you used to be Women And their families Take the time to listen to what’s going on with you Find and address the root cause, not the symptoms Proactive programs Medically trained and licensed Treat you naturally and with prescriptions when necessary Treating proactively health and beauty issues Specialist in women’s issues like menopause, weight loss, fatigue, food sensitivities Botox, etc.

Vetrazzo Super Powers - example Tangible Intangible What We Are What We Do How We Do it Who We Do It For Why We Do It People who want to make a statement in their homes, buildings and worlds People who want to leave their signatures on their homes, buildings and world People who want to express their unique values Unique, visual solid surface using recycled glass Distinctive recycled glass-based surfaces that express your style in harmony with your values Best choice for self expression The bold and lively solid surface Bold and lively visual statement in solid surface materials Visual signature of gorgeous and good Lively, playful visual statement in solid surface The first distinctive solid surface using recycled glass Create stunning, bold, lively, playful mixes Unique materials Enable personal expression of style and values in solid surface building materials Combine gorgeous and good into a single style Create solid surface art work for homes and buildings Let your home/building tell story of who you are Put a story in every home/building Let you make a statement, your mark Maximize your purchasing dollar with style and substance Promote business practices that respect the Earth and its environment Speak to your senses architecture Mixing bold, lively, dynamic pieces of recycled glass Patents Building to and beyond the standards of granite Recognizing that art/beauty lives in Recognizing recycling affects local and global change Gorgeous and good Make a statement about you It’s beautiful to do the right thing Sustainable WOW Nothing expresses your values like gorgeous and green A story in every surface Authentic Marketing--Proprietary

My Super Powers – YOUR Business Tangible Intangible What We Are What We Do How We Do it Who We Do It For Why We Do It Type here Type here Type here Type here Type here Authentic Marketing--Proprietary

30 Second “Elevated” Ingredients

30 Second Elevated Ingredients For: (Target Customer) Who Are: (Their Obstacles) I Am: (state your category and difference) That: (key problem-solving capability) Delivering: (their Aspiration [the outcome])

For: (Target Customer) Who Are: (Their Obstacles) Worksheet for YOUR Business: For: Who Are: I Am: That: Delivering For: (Target Customer) Who Are: (Their Obstacles) I Am: (state your category and difference) That: (key problem-solving capability) Delivering: (their Aspiration [the outcome])

30 Second Elevated Ingredients—Dr K. example For: Women Who Are: tired of having no answers from their physician and only prescriptions to tackle menopause, weight loss and other women’s issues I Am: The Listening Doctor Who: actually listens to your concerns, finds the root cause and then treats you naturally and with prescriptions if necessary That: returns you to the “me” you used to be.

30 Second Elevated Ingredients—Vetrazzo example For: For people who want to make a bold statement in their homes or offices Who Are: tired of the same thing and looking like everyone else Vetrazzo is: the first distinctive, bold, playful solid surface using recycled glass That: recycles glass from unusual sources to enliven your project and give you a totally unique room by making your counters, floors or tables a piece of art And: put a story in every surface 30 Second Elevated Ingredients—Vetrazzo example

Invert How You Build Your Business Build from your Ideal Customer’s perspective in to you…not the other way around