The document discusses the Ohio Small Business Development Center (SBDC) at Columbus State. It provides information about Michael Bowers, the Center Manager, and describes the SBDC as an experienced and award-winning team that provides no-cost business advising across four centers. It also lists the nine counties served by the SBDC and encourages visiting the SBDC's small business blog.

1. Consider us your businessConsider us your business
partner…partner…
Only Better!Only Better!

2. Who is @MichaelBowers?Who is @MichaelBowers?
District Center Manager for Ohio
SBDC at Columbus State since 2002
SBDC State Star for Ohio in 2007
Won the SBA Innovation and Service
Center of the Year for Ohio and SBA
Region Five in 2007
Striving to accelerate the growth of
entrepreneurship and small business
innovation. #RunNerds Marathoner.
What's worth doing is worth doing for
26.2!

3. Who is the Ohio SBDC atWho is the Ohio SBDC at
Columbus State?Columbus State?
An experienced & award winning team
providing no-cost, one-on-one business
management advice with four centers to serve
you at one location:
Core SBDC
Manufacturing & Technology SBDC
International Trade Assistance Center
Latino SBDC

4. A team who serves nine
counties including:
Who is the SBDC at Columbus State?Who is the SBDC at Columbus State?
•Delaware
•Fairfield
•Fayette
•Franklin
•Licking
•Logan
•Madison
•Pickaway
•Union

5. Visit my small business blog at Ideas2Deals.comVisit my small business blog at Ideas2Deals.com

6. Value Based Sales Community?Value Based Sales Community?

7. Nothing happens in a
business until someone sells
something.
Why Sales?Why Sales?

8. Why Sales?Why Sales?
8
http://youtu.be/s6aptN9uPRg

9. No Stupid QuestionsNo Stupid Questions
(Although I will talk & Tweet about(Although I will talk & Tweet about
you afterwards)you afterwards)
I love you all it just may not seemI love you all it just may not seem
like it (Tough Love)like it (Tough Love)
Ground RulesGround Rules

10. It’s All About TheIt’s All About The
Story…Story…
What’s YourWhat’s Your
Story?Story?

11. Introduce Yourself / Pitch
Me
What do you do?
Why are you here?
Pitch UsPitch Us

12. Getting YourGetting Your
Ideas To SpreadIdeas To Spread

13. There are so many options andThere are so many options and
media now that are competing formedia now that are competing for
consumers’ attention that it is easyconsumers’ attention that it is easy
for them to ignore traditionalfor them to ignore traditional
“Push” advertising“Push” advertising
Traditional Advertising Won’t WorkTraditional Advertising Won’t Work

16. Be RemarkableBe Remarkable
Key To Success…Key To Success…

17. Being Good Is Easy To IgnoreBeing Good Is Easy To Ignore

18. Being Safe Is BadBeing Safe Is Bad

19. Want To Hear From You
Want To Ignore You
Work The EdgesWork The Edges

20. Earn Attention Of People ThatEarn Attention Of People That
Want To Talk To YouWant To Talk To You
Build Trust With ThemBuild Trust With Them
They Will Share With Their FriendsThey Will Share With Their Friends
Key To Success…Key To Success…

21. Everybody SellsEverybody Sells
Either you are selling them on buying
from you or your are selling them on
buying from your competitor

22. Why Sales?Why Sales?
Nothing happens in a
business until someone sells
something.

23. It’s All About CustomersIt’s All About Customers

24. Key to SalesKey to Sales
 Create Value For The Customer
 Find the customers’ pain and solve it!

25. What Makes a Sales Person?What Makes a Sales Person?

26. Why Sales?Why Sales?
If you have a product or
service that helps people you
have an obligation to sell
it to them.

27. Key to SalesKey to Sales
 Sales Presentations
 Build Rapport = Trust
 Probe / Question
 Prescribe a Solution

28. Biggest Key to SalesBiggest Key to Sales
CLOSING ~
Ask for the sale
Logical conclusion to the sales process

29. You need to “target” and “focus” on what
will be most successful
You can not focus your attention on
“Everyone” and “Everything”
Everyone isEveryone is NOTNOT your Targetyour Target

30. Vision / MissionVision / Mission
vision statement ~ a picture of your
company in the future. Your vision statement is
your inspiration, the framework for all your
strategic planning.
mission statement ~ articulates the
company's purpose. It is why you do what you do

31. Marketing AnalysisMarketing Analysis
 Who is your Target Customer?
 What do you know about your customer?
 What markets are you competing in?
 How are you positioned?
 What is your competitive edge?
 How does price affect your positioning?

32. Market ResearchMarket Research
Prove or Disprove
There is someone out there to buy your
product?
There is someone out there to buy my product
at my price

33. Market ResearchMarket Research
WHO:
Demographics: the statistical data of a
population, especially those showing average
age, income, education, etc.
WHY:
Psychographics: the “hot button” words of
your customers that reflect their reason for
buying. This is the basis of your overall
messaging.

34. Market Research “How To”Market Research “How To”
http://www.columbuslibrary.org/

35. Reference USA
• Demographics USA • US Census Bureau
• Direct Marketing List Source
Where Are My Customers?Where Are My Customers?

36. Industry Information
• Reference USA
• County Business Patterns
www.census.gov/econ/cbp/index.html
•D&B Regional Business Directory
• Harris Ohio Industrial
and Services Directories
Who Are My Competitiors?Who Are My Competitiors?

37. • Thomas Register of American Manufacturers
http://www.thomasnet.com
• Food & Beverage Market Place
• American Wholesalers & Distributors Directory
• Directory of Chain Restaurant Operators
Special DirectoriesSpecial Directories

38. Main Library
96 S. Grant Ave., Columbus, OH 43215
645-2ASK • columbuslibrary.org
Science, Business and News
is located on the 3rd floor.
Hours are:
Mon.-Thu. 10-8, Fri. & Sat. 10-4, Sun. 1-5.
Source of Research InformationSource of Research Information

39. Are You MarketingAre You Marketing
Or Selling?Or Selling?

40. Marketing and SalesMarketing and Sales
You need to do both but
remember they are separate
activities connected by your
brand and your messaging.

41. Everything you do to promote
your business to get
customers to buy your
product/services on a regular
basis.
What is Marketing?

42. What is Sales?
The exchange of goods or
services for an amount of
money or equivalent

43. Why Sales?Why Sales?
Marketing costs money
~
Sales makes money

44. Everything you do to
promote your business to get
customers to buy your product /
services on a regular basis
What is Marketing?What is Marketing?

45. Marketing Your BusinessMarketing Your Business
 Set Goals
 Identify your target market
 Establish Your Objectives
 Map out your tactics
 Construct your budget
 Build your timeline
 Execute - Evaluate - Execute

46. Building Activity Above Your
Sales Funnel
Marketing Is…Marketing Is…

47. Are You Marketing
Or Selling?

48. Why Sales?Why Sales?
Nothing happens in a
business until someone sells
something.

49. Why Sales?Why Sales?
If you have a product or
service that helps people you
have an obligation to sell
it to them.

50. Set The StageSet The Stage
ProspectingProspecting

51. Make Your Own GameMake Your Own Game
More now than ever before you are able to
change the rules of the game through use
of social media tools. These game
changing tools can allow you to bring your
message to more people than ever before
for less money than ever before.

52. Make Your Own GameMake Your Own Game
Just having the tools will not make you
successful. It is the strategy in employing
the tools that will make you successful.
By understanding where you want to go
you can come up with innovative ways to
promote your concepts, ideas and brand.

53. ProspectingProspecting
How Full is Your Funnel?How Full is Your Funnel?

54. The Power of DigitalThe Power of Digital
Know Your Prospect
Build Fans
Convert

55. Why Participate?Why Participate?
Marketing is changing
The need to spend money on push
advertising is diminishing
“Word Of Mouth” is a click away

56. This is where the magic
happens and by magic I
mean SEO and
CONVERSION.
Your Website Is CriticalYour Website Is Critical

57. Your Website Is CriticalYour Website Is Critical

58. OhioGrowthSummit.comOhioGrowthSummit.com

59. ProspectingProspecting
Networking: Combine pleasure and business.
Cold calling: Calling people with no known interest.
Trade Shows: Have a strategy to convert
Direct mail: Send flyers and information.
Referrals: Get people to give you leads.
Prospecting clubs: Collaborating with other sales people.
On-line sourcing: Finding useful detail online.
Your website: Is a very powerful tool.
Social Media: On-Line Networking.

60. NetworkingNetworking
• It’s not about you
• Build a relationship
• Have to keep moving
• Don’t be that Guy/Girl
• There is no prize for collecting business cards
• Be expected to be there

61. Trade ShowsTrade Shows
• Go to the conferences and exhibitions where your
potential customers go.
• Make presentations that will impress them with your
products and services. Give out copies of your
paper and other material.
• Hold 'clinics' where customers can come and discuss
their difficulties and issues.
• Man the stands and talk to as many people as possible.
and draw them into sufficient conversation to
discover their potential as a customer
• Give out your card, of course. Also get their cards.

62. Direct MailDirect Mail
• Develop and write marketing material that will appeal to your
audience.
• Provide clear and easy contact information, such as:
• Web address
• Email address
• Free phone number
• Pre-paid postcard
• Send it through the mail or otherwise deliver it to their door.
• Make sure that all calls and messages go to a specialized
location that can respond rapidly and knowledgeably.
• Quickly follow up on all responses.

63. ReferralsReferrals
Getting referrals is a preferred method of getting leads.
After refusal: After you have been turned away or not made the sale
is a great time to ask for a referral. But why should a person
give you a referral when they could easily just blow you off?
We generally dislike refusing and turning away other people,
so when we say no, we are more likely to agree to give a
referral to the sales person.
• After the close: After people have bought from you, they are feeling
the post-close warmth and are thus more ready to help you.
• After great service: If you sell someone a great product or give
them great service, they will help you in return by referring
• Any other time: People are often giving you referrals and don’t
know it, pay attention.

64. Prospecting ClubsProspecting Clubs
• Work together with other sales people to share the
burden of prospecting.
• You can even do this with sales people from other
companies where they are selling
complementary products.
• You can either work very closely together on a daily
basis or meet up every now and again to discuss
how the business and general prospecting is
going. As well as sharing leads, also share
methods and ways of converting prospects into
customers.

65. On-Line SourcesOn-Line Sources
• Find information about individuals and organizations who
might buy from available information such as their
blogs and information on company officers.
• Companies often have web pages on their sites that
describe their history, organization and products.
• There are also many useful websites and firms that
provide company information, such as Hoover's and
Dun and Bradstreet.
• Look also for articles by and other information about the
person you are investigating. You might even find
their blog.

66. ProspectingProspecting

67. Cold CallingCold Calling
• Be respectful: You have entered their territory uninvited
and must show that you are worthy of their time.
• Go for yes: Getting agreement sets a pattern whereby
they are more likely to agree.
• Ask for time: If you ask them for a few minutes and they
say yes, they will feel obliged to give you that time.
• Get to benefits quickly: You need to sustain their attention
by showing “what's in it for them”.
• Get to next meeting: Success in cold calling often means
getting permission to continue the conversation later
• Expect No ~ Keep Moving, It’s a numbers game

68. Cold CallingCold Calling
• 80% of all new sales people fail because of call
reluctance.
• The telephone as your stage.
• What is the purpose of your call?
• Is your message clear, concise and consistent?
• The entire purpose of your approach is to get
invited into the conversation.

69. Cold CallingCold Calling
• If you had the cure for cancer, how many
cancer patients would you approach each day?
• We ask questions to identify or create an
opportunity.
• In every call something is being revealed to
you. Are you listening for the opportunity?
• Don’t overcome objections. Work with them.
• What action do you want this person to take?

70. The Ohio SBDC at Columbus State
p. 614-287-5294
www.SBDCColumbus.com
For Information on SBDC ActivitiesFor Information on SBDC Activities