MIKE WEDDINGTON CONSULTING GROUP

Transcription

1 MIKE WEDDINGTON CONSULTING GROUP WORLD CLASS BUSINESS TRAINING REAL WORLD BUSINESS SOLUTIONS SS BIZ REV

2 BUSINESS SEMINAR SERIES SYLLABUS Social Media E Marke ng Marke ng Sales Business Planning Opera ons Whether you re star ng a business, looking to improve how to manage your business, or wan ng to expand your business, this seminar series will help you achieve your goals. The MW Consul ng Group Seminar Series details every component of a Business Plan, ensuring the best opportunity for business owners to grow, succeed and maintain a healthy financial business status. 3 DYNAMIC BUSINESS SERIES 22 SEMINARS: SERIES I: Social Media & E Marke ng Social Media and E Networking: The Starter Guide Developing a Comprehensive Social Media Strategy to Drive Sales Successfully Reaching Target Audiences Through Social Media Messages Crea ng Videos and Developing Your YouTube Channel to Drive Sales Crea ng Your Local Online Presence to Drive Sales Growing Your Business With Content Sharing Sites Keys to Developing a Successful Website and SEO to A ract Customers Benefits of Blogging: The Starter Guide Genera ng Important Online Reviews to Increase Sales Growth Using Facebook to Drive Sales for Your Business Who Should A end? Are you looking for ways to provide added value for your business, owners, partners, successors, children, owner rela ves, mangers, key staff members, associates considered for promo on, future leaders and managers, member groups, coopera ves, franchisors, franchisees and associa on board members? You ll find value here. SERIES II: Marke ng & Sales Using Prospec ng and Lead Genera on Strategies to Increase Sales The Selling Process: Producing Results in Challenging Times Tradi onal Marke ng: The Starter Guide Designing Today s Presenta on for Tomorrow s Clients Understanding Personality Styles and Body Language to Increase Sales Hos ng Successful Consumer and Trade Events to A ract Target Audiences and Drive Sales SERIES III: Business Planning & Opera ons Unlock the Hidden Profits in Your Business Maximize Your Business Value Thriving in a Highly Compeve Marketplace Business Planning: Financial Metrics Made Easy Star ng and Opera ng an Effec ve and Profitable Business A rac ng and Hiring Young Professionals: Training Your Staff and Successor Seminar Series Workbooks Comprehensive workbooks support every seminar and provide resources for real world business solu ons and step by step ac on plans to implement in any business. Bonus supplemental materials and business modeling tools support specific seminars. A end one of Mike s seminars to see and experience the differences that make his seminars unique. 2

3 BUSINESS SEMINAR SERIES EXPLAINED Social Media E Marke ng Marke ng Sales Business Planning Opera ons The MW Consul ng Group Seminar Series of over 22 unique seminars and companion workbooks do not exist with any consul ng firm, mo va onal speaker, business coach, book store, website or online site outside of Mike Weddington Consul ng Group. You ll find a wealth of business strategies and tac cs you can apply immediately through the seminars and e workbooks, available only with MW Consul ng Group. Read Mike Weddington s bio to understand his background and what makes him and his seminars unique and unlike any other mo va onal speaker or business coach. A end one of his seminars to see and experience the differences felt by over 20,000 seminar a endees. Mike Weddington has traveled the United States and Canada for eight years presen ng 400+ group seminars and working one on one with over 250+ businesses. He collaborated with small business owners to pinpoint challenges, opportuni es, obstruc ons and constraints to develop ac on plans for change, and has generated customized solu ons for hundreds of businesses. Top businesses in the Home Furnishings Industry across the United States and Canada shared their best prac ces and real word prac cal applica ons in marke ng, social media, sales and business opera ons. Mike collected examples and combined his learning experience with the business owners experiences. These examples are shared in group seminars and answer the ques on: What are other business owners doing? Our E Workbook Series is the cornerstone that supports small business owners by providing real world, step bystep ac on plans that can be implemented in businesses of all types. Each workbook supports the seminar, blog post or webcast. You will gain the knowledge and tools to promote your business, increase sales, and ensure financial solvency. To register for a seminar, view a list of mes and loca ons of scheduled events or schedule a seminar in your area: To succeed in business today, you need to be flexible and develop good planning and organiza onal skills. Everything old is new again. While technology becomes outdated and needs to be replaced every few years, sound business advice is meless, staying relevant throughout the years. The MWCG Seminar Series will provide you with sound business strategies and tools. Star ng and running a successful business can be rewarding and challenging. Success requires: Focus, discipline, perseverance. Having a plan, looking for ways to improve. Standing out from the compeon, being open to new ideas. We ll show you how to thrive, not just survive, right now and into the future! 3

4 BUSINESS SEMINAR SERIES DEFINED Social Media E Marke ng Marke ng Sales Business Planning Opera ons SERIES I: Social Media & E Marke ng Social Media and E Networking: The Starter Guide (Series I #01 3 Hrs) This seminar introduces business owners to the dynamic, affordable and exploding world of social media marke ng and how it helps reach and retain more buying customers. We ll demys fy ways to blend new world concepts and real world experience with established business concepts and principles. You ll understand how to effec vely use social networking pla orms, including: LinkedIn Yelp YouTube Facebook Twi er Instagram Twi er Blogging Houzz Pinterest Google+ Yahoo Local Patch Employing effec ve tools and techniques for successful messaging Reading and understanding Google Analy cs to enhance your marke ng Iden fying social media networking trends and why to focus a en on on them Iden fying which keywords and phrases are used in your local area and industry Implemen ng successful website strategies using a strong social media founda on Using Google AdWords to improve your website SEO and bolster your organic ranking Benefi ng from Search Engine Op miza on (SEO) and Search Engine Marke ng (PPC) Star ng your social media journey using the best, easiest and most cost effec ve ways Developing a Comprehensive Social Media Strategy to Drive Sales (Series I #02 2 Hrs) Building a social media template and calendar is essen al for business owners who struggle to stay well informed on important social media and e marke ng changes, which affect their business. Knowing how to speak the language of your webmaster, SEO expert, marke ng specialist or ad agency, will make keeping up with changes easier to handle. This seminar provides business owners with a social media survival guide, providing valuable informa on on what they need to know to communicate with these individuals. Many business owners and their staff struggle with crea ng or developing month to month content. We ll provide sources to help you develop specific content and steps to crea ng a comprehensive plan that drives sales. Strategies and tac cs will be presented to implement with the most popular social media pla orms. Discovering and understanding the back side of successful websites Tracking websites that iden fy social media pla orms for your industry U lizing back side informa on to improve your website and SEO ranking Understanding and implemen ng Google Analy cs to help target customers Using sta s cal support and knowing which social media pla orms to consider Implemen ng keywords into your social media, website, and video development Iden fying keywords poten al customers use to find your services and products Understanding how Voice Recogni on Technology (VRT) is changing our world, how we communicate, and the effects on consumer search results RAVE REVIEW Mike is an excellent speaker and mo vator who reaches everyone in a endance. His energy is infec ous. If you a end any of his courses, you will want to a end them all! Thank you Mike for helping our industry get smarter and be er. Sid Goldberg, Owner Goldberg and Associates, Kravet/Lee Jofa 4

5 SERIES I: Social Media & E Marke ng, cont d. Successfully Reaching Target Audiences Through Social Media Messages (Series I #03 2 Hrs) Social media messaging can get lost if it isn't created with a specific audience in mind. This seminar walks business owners through the characteris cs of the five genera ons of buyers. By examining each genera on s behavioral traits, you ll learn how to develop and put into prac ce a process for effec ve social media messaging. We ll share key marke ng ideas to focus on, which will target, a ract and retain each buying genera on. Avoiding communica on pi alls Iden fying the seven sins of social media Engaging each genera ons using the top six social media pla orms Developing key marke ng strategies and genera on specific content marke ng Understanding 5 genera ons: Silent Genera on, Baby Boomers, Gen X, Millennials, Gen Z Crea ng Videos and Developing Your YouTube Channel to Drive Sales (Series I #04 4 Hrs) We ll present prac cal informa on on expanding your online marke ng strategy to meet business goals by developing your brand on YouTube. To maximize your effort and drive sales on your YouTube channel, you ll need to spend me becoming a valuable asset to your audience by developing into a brand they rely on now and into the future. Your key to success will be educa ng your audience or customer base on concerns and topics they care about, and providing realis c solu ons. A er the seminar you ll be able to include develop a marke ng strategy designed to meet your business goals. Videoing do s and don ts Finding help to create your online videos Having fun and making money with videos Building a brand rela onship with your audience Crea ng a step by step plan to build your YouTube channel Purchasing low cost equipment packages to create your videos Researching industry specific subjects to develop relevant videos Ge ng started and by using ideas from a pro to create a professional image Using easy to use video so ware with transi ons, music, photos and voiceovers Crea ng Your Local Online Presence to Drive Sales (Series I #05 1 Hr) Having a robust online presence creates a strong local presence to drive sales. Knowing the in s and out s will help move you to the top spot on the search page when keywords are used to search products and services. The majority of online consumers will look globally, but purchase locally. If your business doesn t have a strong digital footprint which is driving sales to your business, you need to a end this seminar. We ll focus on prac cal informa on about how to develop your local online brand. Marke ng online is part art and part science, and finding the balance is key. We ll outline the steps, tac cs and strategies that only the pro s know. You ll be able to develop a marke ng strategy designed to meet your business goals and move you to the top of the first search page. Crea ng your online presence Understanding Search Engine Op miza on (SEO) Crea ng a strong and successful online presence Iden fying content to write and share for the web Your website as the hub of your social media experience Reinforcing your brand and what you offer your target market A rac ng customers who have and haven t heard of your brand Building trust using a personal approach, sharing people & stories Choosing media channels: Facebook, Twi er, Instagram, Google+, LinkedIn, YouTube, Pinterest, Tumblr 5

6 SERIES I: Social Media & E Marke ng, cont d. Growing Your Business With Content Sharing Sites (Series I #06 3 Hrs) The Internet provides powerful networking opportuni es that allow businesses to effec vely target their audience by logging on to social networking sites like SlideShare, Houzz, Pinterest, Twi er, Facebook, and YouTube. By pos ng and sharing your content through these and other content sharing sites, you ll be making it available to a much broader audience, which gives you the opportunity to build your brand by crea ng more inbound links to your own website. U lizing these sites doesn t require a complex or complicated strategy. Simply log on and use them! Understanding content sharing sites and taking advantage of free tools Understanding SlideShare and implemen ng it in your marke ng strategy Ways to strengthen your company s online presence and reach more prospects Why you should include content sharing sites in your marke ng distribu on strategy Using Houzz successfully as an internal search engine and why your business presence is essen al Best prac ces defined: crea ng your bio page, adding photos, tagging photos and engaging prospects Building credibility and thought leadership with your target audience by searching for ques ons and providing experienced and reliable answers and solu ons Keys To Developing a Successful Website and SEO to A ract Customers (Series I #07 2 Hrs) Whether you already have a website or are planning to build one, this seminar offers specific strategies for crea ng a website, an essen al marke ng tool in this technology driven society. We ll iden fy website must haves to be successful and meet your marke ng goal. Best prac ces in website crea on and eleven keys to website success, including content for the right audiences, social media connec ons, encouraging interac on, and capturing s. Having a plan for your business website for the next 6 12 months Making your website user, mobile friendly and easy to find with SEO Step by step guide to crea ng your website and priori zing your updates Crea ng calls to ac on, capturing leads, and how websites help close sales Discovering and u lizing the back side of your website to improve your SEO ranking Quality content, consistency, videos, tes monials, keyword phrases, photos and labeling Benefits of Blogging: The Starter Guide (Series I #08 2 Hrs) There are no secrets or a magic wand that will bring success in the world of blogging. It s a combina on of good luck, hard work and consistency. Social media is an essen al part of any business marke ng plan. Blogging is an excellent opportunity to increase your web presence, improve ranking and create demand for your products and/or services. Many business owners and staff struggle with crea ng or developing content. What separates you from other blogs is your credibility and exper se in your field. Create a blogging strategy using high quality content to ensure you build a reputa on for thought leadership that will pay off long term. Crea ng your blogging strategy Benefits of blogging Using images and screenshots Op mizing your blog Understanding what pla orm to use Step by step guide to crea ng your blog Examples of se ng up a blog and a dashboard Building a founda on with content to increase your sales and following 6

7 SERIES I: Social Media & E Marke ng, cont d. Genera ng Important Online Reviews to Increase Sales Growth (Series I #09 3 Hrs) Referrals drive your business. Technology is changing how we communicate. Are you incorpora ng these trends into your marke ng strategy? Voice Recogni on Technology is u lized for online review sites such as Yelp, Angie s List and Google+, and can help drive more prospects to your door. Many business owners are facing challenges on how to handle the dreaded bad review and how to ask for online reviews. We ll review the power of online reviews and the effects they have on your business. This seminar covers: Claiming your business site Marke ng Plan essen als Op mizing your online sites Crea ng your online marke ng plan Developing your online review strategy Adding content to build your following Ensuring your business is mobile ready Encouraging your customers to leave reviews Responding to the possibility of a nega ve review Crea ng the components of a mobile website pla orm Crea ng a plan of ac on for regular and meaningful content updates Using Facebook to Drive Sales for Your Business (Series I #10 3 Hrs) Facebook con nues to be one of the best social networks for promo ng your business. Do you already have a business Facebook page, but are unsure if it s driving sales? Are you struggling with knowing what content to post, when to post or pre scheduling your posts? If your business Facebook page is not driving sales to your business, you need to a end this seminar for prac cal informa on on how to market your business and develop your strategy using Facebook. This seminar covers: Crea ng and op mizing your Facebook business page Developing your plan of ac on: what to post and how o en Modifying security and privacy se ngs Adding content to build your following Understanding Facebook insights Becoming mobile ready Adver sing on Facebook Building a fan base and building brand loyalty Op mizing your business page and best prac ces of Facebook Crea ng a Facebook plan of ac on for 30, 60, and 90 days Crea ng a plan of ac on for regular and meaningful content updates Direc ng your audience to interact on your website by using engagement principles Gathering address leads and connec ng with communi es outside of Facebook NO LONGER BUSINESS AS USUAL The way that people communicate, market and sell has changed drama cally since the arrival of social media marke ng. The 10 seminars in Series I emphasizes the best prac ces of online marke ng and communica on. You will benefit from knowing how the internet tools work for you and your business. A end these seminars to leverage the best prac ces of social media and e marke ng to be er reach your customers. 7

8 SERIES II: Marke ng & Sales Using Prospec ng and Lead Genera on Strategies to Increase Sales (Series II #01 3 Hrs) If the idea of prospec ng makes you feel anxious, wan ng to run and hide, this seminar is designed for YOU! Mastering prospec ng principles can double, triple and quadruple your clients and your sales. Build sales at a rate of 20 25% compounded annually, for the next 3 5 years, by integra ng a prospec ng or lead genera on strategy into your business model. Most small businesses are fueled by referrals and past customers, but in today s economy that might not be enough to support your growth strategy. We ll share the best prac ces and marke ng examples from businesses who par cipated in our 2014 and 2015 pilot program. This seminar provides easy and powerful strategies you can apply immediately to a ract more qualified customers. You ll learn why prospec ng is vital to the growth of business and why not having a tac cal prospec ng plan in place will result in lost revenue. You ll discover how you can more effec vely achieve the #1 goal of prospec ng ge ng an appointment with a qualified customer. A endees will receive a compensa on calculator, forecas ng calculator, detailed e workbook, training materials to develop and hone sales representa ve s prospec ng skills, in addi on to a supplemental workbook, including scripts with over 20 elevator speeches for common prospec ng scenarios. Understanding the art and science of prospec ng Finding and hiring new mo vated super sales representa ves Developing e folder and hard copy prospec ng folders to generate interest Integra ng 20+ prospec ng/lead genera ng opportuni es and strategies Mo va ng your team to embrace prospec ng in your business model Financing a new salesperson without draining your working capital Crea ng a sales staff compensa on plan using iden fied key components 7 keys to selling success Selling cycle explained Pi alls of selling Closing more sales Power of repeon See yourself as a salesperson! Turn customer s objec ons into approvals How to analyze closing ra os, metrics to improve results Targe ng associa ons Prospec ng process steps Prospec ng ps and tac cs Prospec ng keys to success The Selling Process: Producing Results in Challenging Times (Series II #02 3 Hrs) Some of today s most influen al business people began their career in sales. This seminar is designed to assist business owners and their staff in tackling everyday business challenges by developing an effec ve sales plan, u lizing key sales metrics and incorpora ng specific selling techniques, selling models and tools to help grow sales and sustain business. As a true sales professional, your goal is to provide genuine, specific and highly personalized service to people who have the need and ability to own your product and service. Discover the 6 steps in the selling process which improve your selling and presenta on skills. Understand the importance of body language to improve closing ra os in a rac ng more clients. An outline of sales techniques will improve your value with your customer to get top dollar for your service in a highly compeve environment. Implement fresh ideas, concepts and proven selling techniques and analyze the effec veness of achieving sales goals. The selling process Communica ng value Becoming a sales expert Techniques for overcoming objec ons Using transi on statements effec vely Elevator speeches and The Phrase that Pays 10 step closing method turns NO to YES! 8

9 SERIES II: Marke ng & Sales, cont d. Tradi onal Marke ng: The Starter Guide (Series II #03 3 Hrs) Marke ng is really just as simple as telling the right story to the right people. It s the process of building a brand and recogni on for your reputa on. Every business has a brand, good or bad. What s yours? What should you do to build the brand you want and deserve? A end this seminar to learn how to develop and u lize key elements of tradi onal marke ng and integrate real world experience with established marke ng concepts and principles. Learn specific tools that will drive customers to your business. Walk away with answers to your marke ng ques ons. Marke ng defined Your marke ng plan Posi oning statement Seven P s of marke ng USP Unique selling proposi on Branding and brand posi oning Maximizing your adver sing dollars How visual merchandising helps increase sales Taking advantage of co branding opportuni es The tools that drive customers to your business Adver sing tools savvy business owners using na onwide How using technology can create an effec ve business buzz Why a well defined referral program is an absolute necessity Designing Today s Presenta on for Tomorrow s Clients (Series II #04 2 Hrs) This seminar provides business owners with the basic tools and training essen al to successfully operate a small or mid size business. We ll discuss the opera onal side of business and set the stage for the MWCG Business seminar series which covers business planning, understanding financial statements, opera ons, the selling and marke ng process, social media and e marke ng. A end this seminar sampler for a taste of eight seminar topics. You ll be mo vated to apply new ideas and concepts to your business. You ll be inspired to review, analyze and update your current business model and prepared to write or re write your current business plan. Today s business climate Your changing customer Communica on process Prospec ng possibili es Business building ideas A new look at change The basics: marke ng plan, u lizing proven marke ng concepts Marke ng and adver sing tools to thrive now and into the future RAVE REVIEW When Mike conducts a seminar or workshop in our showroom, designers come from all over Northern California to a end. His dynamic speaking ability and in depth knowledge of our industry keep designers coming back for more. As a result, our to the trade business has grown greatly. Dawn Driskill, Owner Danville Interior Design Gallery 9

10 SERIES II: Marke ng & Sales, cont d. Understanding Personality Styles and Body Language to Increase Sales (Series II #05 2 Hrs) People respond to a sales pitch in different ways. Everyone hears the same words, but all interpret them differently. Some people are more ins nc ve decision makers, responding to a presenta on with a willingness to take ac on straight away. Others leave decision making to the very last minute, not because they re not interested, but it s just not a priority at that moment. Discover the traits that drive your customer s decision making process. Could you be failing to convert prospects because you have a singular selling approach? We'll discuss how to adjust your presenta on techniques to match your customer s different buying styles. This seminar discusses the signals to successfully monitor your customer s communica on style and body language. Communica ng effec vely will result in sales growth, an enhanced and memorable experience for customers, and an easier experience for both the salesperson and the customer. We'll explore the meaning of what customers won't tell you, but reveal in their body language. We'll review how you can change other people's percep ons simply by changing body posi ons. What is your customer s body language telling you? It s what they won t say that really ma ers and you must stay alert to what isn t being said. Four personality buying traits Selling to a behavior matrix Making it memorable Color behavior styles Your behavior styles What body language reveals Selling ps for color behavior styles Communicate the way your customer needs Impact of body language in selling presenta ons Communicate in a way that complements their style Adjust your presenta on to match your customer s buying style Hos ng Successful Consumer & Trade Events to A ract Target Audiences & Drive Sales (Series II #06 2 Hrs) This seminar details proven strategies for successful sales growth with consumers, to the trade accounts, associa on mee ngs and B2B. Successful business owners have a set of criteria and a step by step guide for planning their events which they follow to ensure a happy outcome. Prepara on and iden fying specific goals of the event is the key. Do you want to expand your base, gain visibility and foot traffic, raise brand awareness, create a new revenue stream and sales growth? We ll share the ps and checklists for organizing, budge ng, scheduling, marke ng, execu ng and following up on your event. Complete the checklist to maximize your sales from customers a ending the event. Consider these ques ons when planning your event: What is the purpose of the event? What outcome are you looking for? How will you evaluate and follow up? What planning tools are needed to be successful? What is the audience demographics, style and interests? What will appeal most to your customers and poten al customers? What will they remember about your business and the event? RAVE REVIEW Mike is the most dynamic, humorous speaker we had ever heard that gets and keeps your a en on the en re course. All informa on, sugges ons, experience that he has in invaluable. If Mike is doing the presenta on, we want to be at it. Rick and Dawn Demerau, ASAP Blinds 10

11 SERIES III: Business Planning & Opera ons Unlock the Hidden Profits in Your Business (Series III #01 4 Hrs) Have you ever felt like there should be more money in your bank account at the end of the month? If you answered yes, this seminar was designed for you. A endees will understand the power of your financial statements and key business formulas. We ll answer these important ques ons and more: What is the correct way to determine selling price? What are 10 + ways to improve your gross profit margin? What is the importance of having a healthy product mix? What is EBITDA and why is understanding it so important? What is the difference between fixed and variable costs? What are 10 + effec ve ways to reduce and improve overhead? Why do you need to create or update your Business Plan on an annual basis? What are the three financial metrics a business owner should know at all mes? How can you improve your gross profit margin without implemen ng a price increase? What is your income statement saying to you and how do you translate and respond to the data? This seminar will help you improve the performance of your top and bo om line by helping improve your gross profit margin, reduce overhead and improve top line sales results. If you re struggling to improve your financial metrics, you need to a end this seminar. You ll discover proven me tested and social strategies to grow your top line. What is the difference between mark up and margin? Why determining your breakeven point and really ma ers. Will ge ng in front of more people increase your lead poten al? We ll provide 20+ unique lead genera ng ideas to jump start your sales. You ll receive ps to surpass your compeon by implemen ng revenue producing trade strategies. Maximize Your Business Value (Series III #02 6 Hrs) For years you ve invested me, money and effort building your business, and now you re thinking of making some important changes. But what? And when? And how? What lifecycle stage is your business in? Have you been thinking about how to grow your exis ng business? Are you thinking about adding another loca on? Do you want to sell your business within the next five to ten years? Are you thinking of re ring? Do you know what your business is really worth? Is your succession plan in place? Is your successor familiar with your plan and prepared to take over the reins? This seminar is the result of 3+ years of an extensive na onwide research with business consultants and brokers. It has been designed to provide informa on, insight and direc on to help you make decisions that will affect your business today and well into the future. You ll learn how to posi on and streamline every facet of your business to ensure it operates at the highest level of proficiency. By the end of this valuable seminar, you ll recognize that developing a highly op mized business means you ll be be er posi oned to receive top dollar when, and if, you decide to expand, partner or sell your business. You will also learn why growing, expanding or selling your business is not just an event it s a process. This seminar will help you develop strategies and skills by addressing 3 key areas: 1) Growing Your Business...maximizing current business value 2) Expanding Your Business...progressing to the next level 3) Selling Your Business...preparing for the future BUSINESS 11

12 SERIES III: Business Planning & Opera ons, cont d. Thriving in a Highly Compeve Marketplace (Series III #03 2 Hrs) Running a successful business requires sales, not just any sales...profitable sales. Learn how to thrive in a highly comple ve marketplace. We ll outline a step by step process to aid you in improving your profit margin per sale, increase your average sale, and gain new customers. You ll hear how to have a different conversa on with the budget conscience customer, resul ng in a higher margin and a be er closing ra o. This seminar will expose you to numerous tac cs and strategies that can be integrated into your business and help you assess your business model for improvement opportuni es. This approach will help you thrive, not just survive, in a highly compeve environment. Value Proposi on: No one no ces normal! The Phrase that Pays : Posi on and closing statements. Prospec ng: Let s go fishing! What ponds are not being fished for sales? Showroom: What message is your environment sending to your customers? Sales force: Iden fy the type of sales staff you have and determine what type you need. Unique Selling Proposi on: The most powerful word in marke ng is ONLY. What are your ONLYS? Higher margins: Se ng the stage. Pu ng yourself in your customer s shoes. How do they perceive you? Closing ra o: Why can a lower closing ra o be be er than a higher one when it comes to your sales staff? Marke ng posi on: Determining your customer mix. What your message reveals. A rac ng the right customer type. Business Planning: Financial Metrics Made Easy (Series III #04 4 Hrs) Throughout this energe c and interac ve 4 hour workshop, Mike Weddington will walk you through the cri cal steps needed to develop and grow a successful bullet proof business in today s economy. Strong focus will be given to the components and value of a Business Plan. Why is it essen al to have one? What will make yours successful? How can you eliminate possible roadblocks? Understand and u lize these key founda onal business elements: Mission and Vision statements Financial statements Breakeven analysis Healthy product mix Mark up vs. gross margin Understand why planning tools such as income statements, sales forecasts, and marke ng budgets are vital to a healthy business future. Real world examples and hands on exercises will provide understanding and clarity in calcula ng mark up, margin and break even, and using these formulas will impact your business profitability. Goal se ng using the S.M.A.R.T. principles will be reviewed. RAVE REVIEWS Mike is mul faceted...he is a great listener, great interpreter of business needs, excellent speaker, and always involved on a personal basis. His business acumen and ability to impart his knowledge with clarity makes him a very unique advisor. I am so glad we met and that I had the opportunity to learn from him shortly a er moving to California from the east coast. He has reminded me to sell my value as a design professional in prospec ng and marke ng to expand of my business. I will con nue to be in touch with him and seek him out whenever I can. Sheila Levin, JMS Interiors Wow, wow, wow! Your days here were some of the most exci ng and produc ve training days we have ever had. Everyone is abuzz about your topics, concepts and conversa ons. Will Bathke, Owner Aero Drapery and Blind 12

13 SERIES III: Business Planning & Opera ons, cont d. Star ng and Opera ng an Effec ve and Profitable Business (Series III #05 4 Hrs) Do you have what it takes to own and operate your own business? Having a passion for a product, service or being good with your hands isn t reason enough to start and run a successful business. Do you know how much cash or credit line you will need in the first year to operate your business? Your effec veness as a business owner depends on having skills and knowledge in more than just products and sales. If you like to have answers to these ques ons and more you need to a end this seminar. Learn if entrepreneurship and star ng a new business is right for you: How to start a new business Knowing your business in s and out s Why people start a business 20 ques ons you really need to ask Business myths, facts and truths 15 reasons why businesses succeed Business types and taxes 20 reasons why businesses fail Avoid many of the poten al pi alls by understanding the following topics: Business plan: Your wri en record of business goals and strategies Financial performance: How to evaluate your money making strategy Breakeven: Learn where your breakeven point is and when will you reach it Human capital: Why a rac ng and retaining top talent is crucial to your success Decision making: 6 steps in making decisions and using the right methods to avoid risking failure A rac ng and Hiring Young Professionals: Training Your Staff and Successor (Series III #06 3 Hrs) Are you a business owner or manager and looking to grow sales, build and improve sales, but find staffing an issue? Do you need to a ract young professionals to your business? Are you looking for a successor? If you answered yes, this is a must a end seminar! We ll help you take your business to the next level and prepare for the next stage of your life. We ll outline tac cs and strategies to build your succession plan and iden fy or find your successor. We outline op ons to create a funding strategy or income stream through your successor to support an exit strategy: Quality candidates: Tac cs to find a pool of quality candidates Training staff: Customizable training packages for your business Candidate profile: Strategies to find candidates with free online search sites Interview and hiring: Process, job descrip ons, profiles and interview ques ons Six key a ributes: Personality traits that result in the most successful candidates Compensa on: Elements to a ract and retain quality candidates, including four key a ributes to convey to a candidate Compensa on calculator: Provided to help you determine just the right level Lead Genera on: How to create an ac ve referral program to drive and increase leads for your sales personnel Each a endee will receive a workbook to help create a plan for hiring the right staff, super salesperson or successor, including real world selling examples a salesperson may encounter, plus various scripts to use in their presenta ons. RAVE REVIEW Mike is engaging, funny and most of all knowledgeable. I ve sat through dozens of corporate presenta ons and coaching sessions. At best, I get one, maybe two good ideas, and I think I am ahead of the curve. But, the first me I heard Mike, I came away with 12 things to implement and 10 of those are in place now. I would a ribute a great amount of our growth to those things. Mike is an awesome resource to me personally, helping me to be er understand business with goal se ng, planning, how to discover and prospect new/underserved sales markets, and more importantly, how to structure my business so it s more than just an income. Pete Lewis, Airdrie Paint and Decor 13

14 MICHAEL WEDDINGTON BUSINESS & SPORTS BIO AND BACKGROUND Business & Marke ng Strategist Mo va onal Speaker Guest Lecturer A seasoned business professional, Mike holds a Bachelors Degree in Business Management from the University of Oklahoma. Leaving his alma mater, he entered another arena, playing professional football for 8 years, joining the USFL s New Jersey Generals for three seasons, followed by five seasons with the NFL s Green Bay Packers. The compeve spirit which led to his success on the football field transferred seamlessly to his professional career in business management. Mike is a dynamic, no nonsense sales and business development execu ve and mo va onal speaker. He consistently exceeds expecta ons, is fun to work with and listen to, inspiring execu ves, managers and entrepreneurs to become more profitable and successful. Mike s diverse management experience has included managing over 150 employees and 2000 accounts, managing sales, marke ng, distribu on, two manufacturing facili es, three call centers, accounts payable, and two separate business unit accounts receivable departments at Hunter Douglas with sales of $50+M in annual revenue. With 30+ years of Home Furnishings Industry sales, marke ng, manufacturing and distribu on experience with Hunter Douglas and Wilsonart Interna onal, Mike has a dis nc ve level of experience, making him uniquely qualified as a professional speaker and industry leader. Mike traveled North America to work in mately with retailers, dealers and distributors to create strategic business models that drive sales and achieve posi ve results. Mike s proven strategies, gained from hands on experience and research at the dealers level, will reduce years of a business learning curve when implemented. He has a proven track record of helping businesses create a plan of ac on to become more effec ve, maximize profitability and increase sales. Mike has formed his own company to provide business support and solu ons for businesses of all types. His workshops, guest lectures, workbooks, blog and webcasts cover all elements of a business plan. They are filled with prac cal, real world proven step by step strategies to help business owners move to their next level of success. Mike has lectured at several pres gious design schools, including the Fashion Ins tute of Design and Merchandising (FIDM) in Los Angeles. Celeste Day Drake, respected Professor at FIDM and past President of the ASID and Board Member stated: I first heard Mike Weddington speak at a Hunter Douglas seminar on business planning and was very impressed with his delivery and knowledge. I asked Mike to speak to my design students, and he gave them the same level of passion and exper se that he had given to the group of designers. These students walked away with a thorough understanding of business prac ces, including break even analysis, calcula ng gross margin verses mark up costs. 14