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

2. HOW I GOT MY BIG BREAK MARK JAFFE 2

3. THE MOST INCREDIBLE COFFEE CUP EVER! MARK JAFFE 3

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

5. THE COMMON MAN MARK JAFFE 5

6. 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

7. WHAT IS YOUR CORE VALUE PROPOSITION? MARK JAFFE 7

8. RAFFI’S CORE VALUE PROPOSITION MARK JAFFE 8

9. RAFFI’S CORE VALUE PROPOSITION MARK JAFFE 9

10. RAFFI’S CORE VALUE PROPOSITION MARK JAFFE 10

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

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

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

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

15. OK, SO DOES THIS REALLY WORK? MARK JAFFE 15

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

17. OK, SO DOES THIS REALLY WORK? MARK JAFFE 17

18. 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

19. 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

20. QUESTIONS? Mark Jaffe Strategic Growth Consulting 818-625-3517 mark@markjaffe.com www.markjaffe.com MARK JAFFE 20