HOW TO CREATE NEW REVENUE NOW Practical Strategies and Tactics To Make More Money For Your Company Mark Jaffe MARK JAFFE 1

HOW I GOT MY BIG BREAK MARK JAFFE 2

THE MOST INCREDIBLE COFFEE CUP EVER! MARK JAFFE 3

PEOPLE DON’T BUY WHAT YOU DO  They buy why you do it!  Apple  Challenge the status quo  Empower the Individual MARK JAFFE 4

THE COMMON MAN MARK JAFFE 5

PEOPLE DON’T BUY WHAT YOU DO  They buy why you do it  Southwest Airlines  Airline for the Common Man  Cheap  Simple  Fun MARK JAFFE 6

WHAT IS YOUR CORE VALUE PROPOSITION? MARK JAFFE 7

RAFFI’S CORE VALUE PROPOSITION MARK JAFFE 8

RAFFI’S CORE VALUE PROPOSITION MARK JAFFE 9

RAFFI’S CORE VALUE PROPOSITION MARK JAFFE 10

DETERMINING YOUR CORE VALUE PROPOSITION  Understand the difference between wants and needs MARK JAFFE 11

UNDERSTAND THE REASON YOUR “WHY” BENEFITS YOUR CUSTOMER MARK JAFFE 12

CISCO BROTHERS FURNITURE  “Inspiring Environments That Feel Good” MARK JAFFE 13

THE TWO CRITICAL QUESTIONS  What does your customer truly need?  Why are you most qualified to give it to them? MARK JAFFE 14

OK, SO DOES THIS REALLY WORK? MARK JAFFE 15

OK, SO DOES THIS REALLY WORK?  “Life is fun…feeling beautiful with confidence”  1400% growth in the last three years MARK JAFFE 16

OK, SO DOES THIS REALLY WORK? MARK JAFFE 17

OK, SO DOES THIS REALLY WORK?  “A Fashion Forward Brand for Home Expression”  $55M to $100M  2008 to 2011  Took advantage of the recession! MARK JAFFE 18

NOW WHAT?  Answer the two critical questions  What does your customer truly need?  Why are you most qualified to give it to them?  Determine your core value proposition  Leverage it into the marketplace to increase revenues MARK JAFFE 19

QUESTIONS? Mark Jaffe Strategic Growth Consulting MARK JAFFE 20