1. 2143 Cheviot Ct. Greenwood, IN 46143 C 317.966.0096 O 317.884.4885 Coleen@TwoHeartsPetLossCenter.com TwoHeartsPetLossCenter.com

2. Uncovering Hidden Revenue Through Sales & Marketing Don’t get caught in the traps!

3. Marketing Planning Executing Sales efforts as a part of marketing Planning Executing

4. A Blue Ocean Strategy A blue ocean strategy is the exact opposite of a red ocean strategy. Blue ocean is about creating a market for something that did not exist before, and marketing it in a space free from competition.

5. A Blue Ocean Strategy Red ocean strategy describes the standard method of doing business, in which everyone is battling for the same piece of the pie. Every company is a shark in direct competition with other sharks, scrambling for every scrap of food, or market share, creating a blood bath in the process, hence, the red ocean.

6. Albert Einstein,… Insanity: doing the same thing over and over again and expecting different results. If you want something different – do something different!

7. The “Experience Economy”

8. If you change – they’ll change! The OLD WayThe NEW Way Pet crematoryPet Memorial Center DriversCustomer Care Team Our BuildingOur Center AshesCremated Remains UrnTemporary Urn DigOpening & Closing Pick up at the clinicPick up at the Center What do you want to be?

9. Take your own team to a new level,..

10. To ponder… What’s the “why” message of your business? WII-FM? What’s your brand? Is it always consistent? Is it time for a “fresh look?” What are you marketing? What’s your value offering? Who are you marketing to? Are your messages consistent with your market?

11. We Know What Families Want A safe place to grieve. Their pets treated like family members. Memorialization & service options.

12. Does everyone know your “why” or the 30 second elevator speech?

13. The Key To Success,… Persistency & Consistency!

14. Advertising vs. Marketing Marketing is different from advertising because it is a process. Marketing is considered a campaign that is designed to create awareness of products, services and brands. Marketing believes in building relationships with customers and strengthening their overall customer satisfaction. Advertising is a single component of marketing. Advertising is the piece of marketing that involves spreading the word about your business and products. Advertising is considered the most expensive piece of marketing. It includes ad placement, direct mail pieces, television, radio and internet advertising.

15. To establish a partnership relationship versus a supplier relationship,…

16. “Plan the work and work the plan!”

17. As for Sales… “Hope is not a strategy!” Chris Burke

18. What is your fear… after all - “A man with an obsession is a man who has very little sales resistance.”

19. Is your sales territory mapped out?

20. Are the accounts prioritized and plotted? Priority “A” Accounts – monthly Priority “B” Accounts – quarterly Priority “C” Accounts – every 6 months

22. Find all of the gold nuggets! Groomers Doggie Daycares Dog Bakeries Pet Friendly Restaurants Pet Friendly Apartments Human Funeral Homes Human Cemeteries

23. Secret Marketing Successes

24. Your Look,…

25. Work smart Not HARD The answer’s right under your nose – your existing clients!

26. “If you treasure it, measure it!”

27. A Good CRM Program Important to track:Statistical Information: Email address?Other pets at home? Death Date?Where did the lead come from? Conversations?Will run your advertising budget for next year

28. E-Newsletters To Continue “Dripping”

29. What will you tell them? Upcoming memorial service National pet memorial day Pet memorial postings on your website New memorial product that’s in Upcoming Golden Retriever rescue picnic Upcoming Holiday Remembrance Open House Artist of the month An interesting ritual that a family did Where you will be this weekend! The local pet blessing

30. Use your Social Avenues to spread the word!

31. ASK your families to help!

32. Rescue Events – Pet Fairs A Pet Blessing Tell them what a fabulous addition this would make to the agenda! And ASK FOR THE MICROPHONE!

33. Find a way to ALWAYS keep your name in front!

34. Speaking of speaking,..

35. What else could you educate your community on?

36. http://indianapolis-indiana.funcityfinder.com/2009/06/04/largest- indiana-private-companies/

38. On Hold Line Ideas… After hours service Upcoming Memorial Service Pet Loss Support Group As a partner of the business

40. Or do a web survey… They’re Easy!

41. Copies of those thank-you cards… Thanks for all you did to make our last memories of Spike all about his life,… This experience was as good as it could be with my loss – all because of you!

42. What else will you use in your calls? Articles from the internet Articles of what others are doing in pet loss Local events that you will be participating in Articles on pet loss Articles on pet crematory issues/scandals Articles on pet cemetery issues

43. They want it…Give it to them!

45. Educate

46. Partner with others!

47. Partner with others with a like mission...

48. Your Evangelists – Your Advisory Board ProjectsYour Voice IssuesAnother set of eyes VolunteersThe Power of #s!

49. Ask for what you want!

50. Albert Einstein,… Insanity: doing the same thing over and over again and expecting different results. If you want something different – do something different!

52. 2143 Cheviot Ct. Greenwood, IN 46143 C 317.966.0096 O 317.884.4885 Coleen@TwoHeartsPetLossCenter.com TwoHeartsPetLossCenter.com