1. Logopedics -What does a logopedics therapist sell? _____________________________________________________________________ -Who do they sell to (target groups)? _____________________________________________________________________ -What factors would they care about when deciding which therapist to choose? _____________________________________________________________________ Call Opening Questions: After doing some research, I’ve read where some babies who experience difficulty with swallowing or feeding can later develop problems with speech…are you able to work with babies, and if so, what age are you comfortable starting therapy? For older children, do offer a free initial consultation with the therapist to make sure that they feel comfortable working with this person? Are you able to work with children who are dealing with the following issues: learning difficulties, autism, cleft palate, stuttering, lisps? Any other specific issues? Do you also work with an audiologist to check for hearing problems? Do you also provide training for parents and/or other caregivers on specific treatment exercises that can be practiced “at home”? Do you work with adults? If so, specifically for cases such as after suffering from a stroke, brain injuries, hearing loss or other ailments that can affect their speech or communication skills? Do your potential clients care about some of these points-if so, could we discuss in more detail? Notes: _________________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ Confidential Property of Mike Centorani/Matchcraft, Inc. 2009

2. Logopedics Needs Analysis Questions: Are there specific types of patients you want to work with the most or specialize in? (possible headline) _________________________________________________________________________________ What % of your patients do these represent? What % would you like it to be? _____________________________________ _______________________________________ What other types of patients do you handle? Would you like more of any of these type of patients? (learning disabilities, audiologists, other headings) _________________________________________________________________________________________________ How many therapists do you have? How many patients do they see a day (avg)? _____________________________________ _______________________________________ How many more patients (on average) could they see a day? (capacity) __________________________________________________________________________________ I know there is probably a pretty wide range, but what is the average worth for one patient visit? (ROI) __________________________________________________________________________________ WHY is your logopedics clinic the best choice for someone or a family? (subheadline) __________________________________________________________________________________ What type of specialized training have your therapists gone through? Are they professional and courteous? __________________________________________________________________________________ How far would you someone be willing to travel to visit your clinic or would your therapists go? (other directories/reach) __________________________________________________________________________________ What other ways do you try to promote your practice now? (continuity of ad messages) __________________________________________________________________________________ What is the main theme of your other advertising? Do you have any copies of ads I could look at? ____________________________________________ _____________________________________ Note: Continue to ask additional follow-up questions as well as confidence and convenience factor questions