Learn how we turned our business around within 90 days and went from band suck to brand crush! Creating A Brand You Love is about growing your business the right way, for the right reasons. Inside this slide deck you'll learn how to create raving fans, not just customers. And, most importantly, how to build a brand that you will love. Created by Jonathan Hinshaw, co-founder of EBWAY Creative Solutions (www.ebwaycreative.com)

1. HOW TO CREATE A BRAND THAT
CUSTOMERS YOU LOVE
welcome to the revolution...
1

2. This May Be Offensive.
That’s ok, it’s not for you.
2

3. We Are The Same
We did not become entrepreneurs to work 20 hour days. Break
down the walls of the cubicle you have created for yourself.
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4. We Are The Same
We did not become entrepreneurs to work 20 hour days. Break
down the walls of the cubicle you have created for yourself.
entrepreneur
3

5. We Are The Same
We did not become entrepreneurs to work 20 hour days. Break
down the walls of the cubicle you have created for yourself.
entrepreneur
To Enter
3

6. We Are The Same
We did not become entrepreneurs to work 20 hour days. Break
down the walls of the cubicle you have created for yourself.
entrepreneur
To Enter
To Pioneer
3

7. We Are The Same
We did not become entrepreneurs to work 20 hour days. Break
down the walls of the cubicle you have created for yourself.
entrepreneur
To Enter
To Pioneer
an individual who organizes and
operates a business or businesses,
taking on financial risk to do so...
a person who pays a certain price
for a product to resell it at an
uncertain price...
3

8. We Are The Same
We did not become entrepreneurs to work 20 hour days. Break
down the walls of the cubicle you have created for yourself.
entrepreneur
To Enter
To Pioneer
an individual who organizes and
operates a business or businesses,
taking on financial risk to do so...
a person who pays a certain price
for a product to resell it at an
uncertain price...
3

9. We Are The Same
We did not become entrepreneurs to work 20 hour days. Break
down the walls of the cubicle you have created for yourself.
entrepreneur
To Enter
To Pioneer
an individual who organizes and
operates a business or businesses,
taking on financial risk to do so...
a person who pays a certain price
for a product to resell it at an
uncertain price...
Credits - http://www.justsell.com/
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10. 1
2
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11. Profit is King
You must make money, this is why you’re in business
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12. Profit is King
You must make money, this is why you’re in business
Creating Your Brand
Choose something to stand FOR or AGAINST
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2
3
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13. Profit is King
You must make money, this is why you’re in business
Creating Your Brand
Choose something to stand FOR or AGAINST
Raving Fans
Customers come and go but RAVING FANS are there for forever!
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14. First Things First
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15. First Things First
Lowering your pricing is not the key to more sales. Don’t do
what everyone else does. Don’t believe the B.S.
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16. First Things First
Lowering your pricing is not the key to more sales. Don’t do
what everyone else does. Don’t believe the B.S.
‣ Unlearn the LIES that You Have Been Sold
•
The economy sucks vs. I’m not participating.
•
It’s all about your attitude, not the economy.
‣ Protect Your Value (i.e. TIME)
•
Are you rich enough to not waste time? (Wallstreet 1987)
‣ Get Rid of Your Fear of Rejection
•
Get used to not taking NO for an answer and love your
prospect enough to ask “Why Not?”.
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17. 6

18. PROFIT IS KING
It’s not an option, you need cash and lots of it.
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19. 7

20. CREATING YOUR BRAND
What are you going to stand FOR (or against)?
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21. BRANDS PEOPLE LOVE...
STAND FOR SOMETHING
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22. BRANDS PEOPLE LOVE...
STAND FOR SOMETHING
8

23. BRANDS PEOPLE LOVE...
STAND FOR SOMETHING
8

24. BRANDS PEOPLE LOVE...
STAND FOR SOMETHING
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25. 9

26. Henry Ford
“If I would have asked people what they wanted, they
would have said - faster horses.”
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27. 10

28. Why are we asking our customers
what they want? They have no idea
what the possibilities are. They called
you because they need an expert, so
be the expert they crave.
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29. Marketing 101
Target your ideal client, track your success, capture the leads.
1
LEADS
2
3
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30. Marketing 101
Target your ideal client, track your success, capture the leads.
TARGET
Know who you are targeting.
Develop avatars, personas, etc.
Create your ideal customers.
1
LEADS
2
3
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31. Marketing 101
Target your ideal client, track your success, capture the leads.
TARGET
Know who you are targeting.
Develop avatars, personas, etc.
Create your ideal customers.
1
LEADS
2
TRACK
Monitor and improve
your campaigns to
increase your captures.
3
11

32. Marketing 101
Target your ideal client, track your success, capture the leads.
TARGET
Know who you are targeting.
Develop avatars, personas, etc.
Create your ideal customers.
1
LEADS
CAPTURE
2
TRACK
Monitor and improve
your campaigns to
increase your captures.
3
Use landing pages and web
forms to funnel your leads into a
systematic selling system that has
some sort of automation.
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33. Building Your List
The most valuable asset you have is your list of prospects.
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34. Building Your List
The most valuable asset you have is your list of prospects.
Build Your List of
Prospective Clients
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35. Building Your List
The most valuable asset you have is your list of prospects.
Build Your List of
Prospective Clients
Generate prospective clients using Facebook ads,
Adwords, Email Marketing or other strategies.
12

36. Building Your List
The most valuable asset you have is your list of prospects.
Build Your List of
Prospective Clients
Generate prospective clients using Facebook ads,
Adwords, Email Marketing or other strategies.
Sell to Your List
12

37. Building Your List
The most valuable asset you have is your list of prospects.
Build Your List of
Prospective Clients
Generate prospective clients using Facebook ads,
Adwords, Email Marketing or other strategies.
Sell to Your List
Give away something of value and then deliver your unique
value proposition. Earn their attention, then pitch!
12

38. Building Your List
The most valuable asset you have is your list of prospects.
Build Your List of
Prospective Clients
Generate prospective clients using Facebook ads,
Adwords, Email Marketing or other strategies.
Sell to Your List
Give away something of value and then deliver your unique
value proposition. Earn their attention, then pitch!
Raise The
Entry Fee
12

39. Building Your List
The most valuable asset you have is your list of prospects.
Build Your List of
Prospective Clients
Generate prospective clients using Facebook ads,
Adwords, Email Marketing or other strategies.
Sell to Your List
Give away something of value and then deliver your unique
value proposition. Earn their attention, then pitch!
Raise The
Entry Fee
If done correctly, you’ll need to constantly raise your pricing
to avoid be overwhelmed with new business.
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40. Punk Rock Marketing
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41. Punk Rock Marketing
Understand that your Value Proposition has nothing to do
with your Products or your Services...
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42. Punk Rock Marketing
Understand that your Value Proposition has nothing to do
with your Products or your Services...
‣ Where To Start
•
Who do you want to work
with... Honestly? Profile your
dream client!
•
Never make it about the money.
Make it about who you will love
working with.
•
Find something to stand FOR
or AGAINST that people can
rally around.
13

43. Punk Rock Marketing
Understand that your Value Proposition has nothing to do
with your Products or your Services...
‣ Where To Start
•
Who do you want to work
with... Honestly? Profile your
dream client!
•
Never make it about the money.
Make it about who you will love
working with.
•
Find something to stand FOR
or AGAINST that people can
rally around.
13

44. Punk Rock Marketing
Understand that your Value Proposition has nothing to do
with your Products or your Services...
‣ Where To Start
•
Who do you want to work
with... Honestly? Profile your
dream client!
•
Never make it about the money.
Make it about who you will love
working with.
•
1. CREATE IDEAL CLIENT PROFILE(S)
Find something to stand FOR
or AGAINST that people can
rally around.
13

45. Punk Rock Marketing
Understand that your Value Proposition has nothing to do
with your Products or your Services...
‣ Where To Start
•
Who do you want to work
with... Honestly? Profile your
dream client!
•
Never make it about the money.
Make it about who you will love
working with.
•
1. CREATE IDEAL CLIENT PROFILE(S)
2. BE SPECIFIC / DETAILED
Find something to stand FOR
or AGAINST that people can
rally around.
13

46. Punk Rock Marketing
Understand that your Value Proposition has nothing to do
with your Products or your Services...
‣ Where To Start
•
Who do you want to work
with... Honestly? Profile your
dream client!
•
Never make it about the money.
Make it about who you will love
working with.
•
1. CREATE IDEAL CLIENT PROFILE(S)
2. BE SPECIFIC / DETAILED
3. WHAT PROBLEM DO THEY HAVE?
Find something to stand FOR
or AGAINST that people can
rally around.
13

47. Punk Rock Marketing
Understand that your Value Proposition has nothing to do
with your Products or your Services...
‣ Where To Start
•
Who do you want to work
with... Honestly? Profile your
dream client!
•
Never make it about the money.
Make it about who you will love
working with.
•
1. CREATE IDEAL CLIENT PROFILE(S)
2. BE SPECIFIC / DETAILED
3. WHAT PROBLEM DO THEY HAVE?
4. HOW ARE YOU GOING SOLVE IT?
Find something to stand FOR
or AGAINST that people can
rally around.
13

48. Punk Rock Marketing
Understand that your Value Proposition has nothing to do
with your Products or your Services...
‣ Where To Start
•
Who do you want to work
with... Honestly? Profile your
dream client!
•
Never make it about the money.
Make it about who you will love
working with.
•
1. CREATE IDEAL CLIENT PROFILE(S)
2. BE SPECIFIC / DETAILED
3. WHAT PROBLEM DO THEY HAVE?
4. HOW ARE YOU GOING SOLVE IT?
Find something to stand FOR
or AGAINST that people can
rally around.
13

49. Punk Rock Marketing
Understand that your Value Proposition has nothing to do
with your Products or your Services...
‣ Where To Start
•
Who do you want to work
with... Honestly? Profile your
dream client!
•
Never make it about the money.
Make it about who you will love
working with.
•
1. CREATE IDEAL CLIENT PROFILE(S)
2. BE SPECIFIC / DETAILED
3. WHAT PROBLEM DO THEY HAVE?
4. HOW ARE YOU GOING SOLVE IT?
Find something to stand FOR
or AGAINST that people can
rally around.
USE POP CULTURE IN YOUR MARKETING EFFORTS
TO ENGAGE THEM AT AN EMOTIONAL LEVEL.
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50. Punk Rock Marketing
Understand that your Value Proposition has nothing to do
with your Products or your Services...
‣ Where To Start
•
Who do you want to work
with... Honestly? Profile your
dream client!
•
Never make it about the money.
Make it about who you will love
working with.
•
1. CREATE IDEAL CLIENT PROFILE(S)
2. BE SPECIFIC / DETAILED
3. WHAT PROBLEM DO THEY HAVE?
4. HOW ARE YOU GOING SOLVE IT?
Find something to stand FOR
or AGAINST that people can
rally around.
USE POP CULTURE IN YOUR MARKETING EFFORTS
TO ENGAGE THEM AT AN EMOTIONAL LEVEL.
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51. Capturing Leads
Give away something of value and earn the right to pitch
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52. Capturing Leads
Give away something of value and earn the right to pitch
14

53. Capturing Leads
Give away something of value and earn the right to pitch
14

54. Capturing Leads
Give away something of value and earn the right to pitch
14

55. Capturing Leads
Give away something of value and earn the right to pitch
14

56. Capturing Leads
Give away something of value and earn the right to pitch
14

57. Capturing Leads
Give away something of value and earn the right to pitch
14

58. Capturing Leads
Give away something of value and earn the right to pitch
14

59. Capturing Leads
Give away something of value and earn the right to pitch
Opt-In
Sucks!
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60. Capturing Leads
Give away something of value and earn the right to pitch
Opt-In
Sucks!
Give Them Value!
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61. Capturing Leads
Give away something of value and earn the right to pitch
Opt-In
Sucks!
Give Them Value!
14

62. Capturing Leads
Give away something of value and earn the right to pitch
Opt-In
Sucks!
Give Them Value!
14

63. Capturing Leads
Give away something of value and earn the right to pitch
Opt-In
Sucks!
Give Them Value!
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64. 15

65. How Much Would You Pay for a New Customer?
for your ideal customer
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66. How Much Would You Pay for a New Customer?
for your ideal customer
How Much Should You Pay for a New Lead?
for a qualified buyer
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67. How Much Would You Pay for a New Customer?
for your ideal customer
How Much Should You Pay for a New Lead?
for a qualified buyer
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68. Lifetime Value of a Client
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69. Lifetime Value of a Client
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70. Lifetime Value of a Client
LVC
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71. Lifetime Value of a Client
LVC
$ Average Purchase Price
X
$ How Many Time Per Year
They Buy
X
# How Many Years They Stay
With You
= $$$
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72. Lifetime Value of a Client
LVC
$ Average Purchase Price
X
$ How Many Time Per Year
They Buy
X
# How Many Years They Stay
With You
= $$$
(LVC) $1,000 X 2 X 2 Years = $4,000/ea
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73. Lifetime Value of a Client
LVC Equation:
(Average Value of Sale) X (# of Repeat Transactions) X (Ave. Retention Time in Mo/Yrs)
LVC
$ Average Purchase Price
X
$ How Many Time Per Year
They Buy
X
# How Many Years They Stay
With You
= $$$
(LVC) $1,000 X 2 X 2 Years = $4,000/ea
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74. 17

75. BONUS...
SALES PYRAMID
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76. THE SALES PYRAMID
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77. THE SALES PYRAMID
Love your prospect enough to Call Them Back!
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78. THE SALES PYRAMID
Love your prospect enough to Call Them Back!
Love
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79. THE SALES PYRAMID
Love your prospect enough to Call Them Back!
Love
You’re doing this to help them.
Let go of your ego.
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80. THE SALES PYRAMID
Love your prospect enough to Call Them Back!
Forgiveness
Love
You’re doing this to help them.
Let go of your ego.
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81. THE SALES PYRAMID
Love your prospect enough to Call Them Back!
Forgiveness
Love
Most people do not get loved, they get ripped
off. Forgive them instantly for any push back.
You’re doing this to help them.
Let go of your ego.
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82. THE SALES PYRAMID
Love your prospect enough to Call Them Back!
Gratitude
Forgiveness
Love
Most people do not get loved, they get ripped
off. Forgive them instantly for any push back.
You’re doing this to help them.
Let go of your ego.
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83. THE SALES PYRAMID
Love your prospect enough to Call Them Back!
Gratitude
Forgiveness
Love
They have been hurt before. Give them gratitude
and thank them for their honesty.
Most people do not get loved, they get ripped
off. Forgive them instantly for any push back.
You’re doing this to help them.
Let go of your ego.
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84. THE SALES PYRAMID
Love your prospect enough to Call Them Back!
Grace
Gratitude
Forgiveness
Love
They have been hurt before. Give them gratitude
and thank them for their honesty.
Most people do not get loved, they get ripped
off. Forgive them instantly for any push back.
You’re doing this to help them.
Let go of your ego.
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85. THE SALES PYRAMID
Love your prospect enough to Call Them Back!
Grace
Gratitude
Forgiveness
Love
Most sales people are manipulative and liars. Be real and
be thankful for their grace when they listen to you.
They have been hurt before. Give them gratitude
and thank them for their honesty.
Most people do not get loved, they get ripped
off. Forgive them instantly for any push back.
You’re doing this to help them.
Let go of your ego.
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86. THE SALES PYRAMID
Love your prospect enough to Call Them Back!
Order
Grace
Gratitude
Forgiveness
Love
Most sales people are manipulative and liars. Be real and
be thankful for their grace when they listen to you.
They have been hurt before. Give them gratitude
and thank them for their honesty.
Most people do not get loved, they get ripped
off. Forgive them instantly for any push back.
You’re doing this to help them.
Let go of your ego.
18

87. THE SALES PYRAMID
Love your prospect enough to Call Them Back!
Order
Grace
Gratitude
Forgiveness
Love
Bring about the order: “What you want is this...”
Most sales people are manipulative and liars. Be real and
be thankful for their grace when they listen to you.
They have been hurt before. Give them gratitude
and thank them for their honesty.
Most people do not get loved, they get ripped
off. Forgive them instantly for any push back.
You’re doing this to help them.
Let go of your ego.
18

88. THE SALES PYRAMID
Love your prospect enough to Call Them Back!
Order
Grace
Gratitude
Forgiveness
Love
Bring about the order: “What you want is this...”
Most sales people are manipulative and liars. Be real and
be thankful for their grace when they listen to you.
They have been hurt before. Give them gratitude
and thank them for their honesty.
Most people do not get loved, they get ripped
off. Forgive them instantly for any push back.
You’re doing this to help them.
Let go of your ego.
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89. THE SALES PYRAMID
Love your prospect enough to Call Them Back!
HONOR
Order
Grace
Gratitude
Forgiveness
Love
Bring about the order: “What you want is this...”
Most sales people are manipulative and liars. Be real and
be thankful for their grace when they listen to you.
They have been hurt before. Give them gratitude
and thank them for their honesty.
Most people do not get loved, they get ripped
off. Forgive them instantly for any push back.
You’re doing this to help them.
Let go of your ego.
18

90. THE SALES PYRAMID
Love your prospect enough to Call Them Back!
HONOR
Always honor what you sold. Do what you say.
Order
Grace
Gratitude
Forgiveness
Love
Bring about the order: “What you want is this...”
Most sales people are manipulative and liars. Be real and
be thankful for their grace when they listen to you.
They have been hurt before. Give them gratitude
and thank them for their honesty.
Most people do not get loved, they get ripped
off. Forgive them instantly for any push back.
You’re doing this to help them.
Let go of your ego.
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91. 25%
Based on average selling
skills, most salespeople can
expect to close/convert 25
percent of their leads into
paying customers.
It’s simply a numbers game.
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92. 20

93. NO ONE HATES SALES.
YOU HATE NOT SELLING.
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94. Raving Fans
Become the extreme example of your brand
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95. Raving Fans
Become the extreme example of your brand
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96. Thank You
Jonathan Hinshaw
Online Business Guru
jonathan@ebwaycreative.com
www.ebwaycreative.com
skype: ebwaycreative
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