Joe Barone
5-Steps to Success in the Shale 2.0
Seminar Objectives 1.  Provide
you with the marketing and sales strategies that can help you be successful in selling to the oil and gas industry.
2 Give you the tools to market and sell to the tech savvy gas workers. 3. Have you leave the seminar with two or three ideas to improve your marketing and sales efforts.
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What have we learned? 1.
The “Gold Rush” is over.
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Producers are looking for innovators
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Depressed prices of nat. gas have changed the expectations of producers towards vendors/local businesses.
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Safety supersedes everything.
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Local businesses have to know the industry.
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5 Steps 1. Get
Out of Your Comfort Zone
2. Know
Your Skills and Your Message
3. There
Is No Silver Bullet
4. It’s
All About Networking
5. Follow
Up Means Success
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1. Get out of Your Comfort Zone
Get OUT of Your Comfort Zone Safety Speedy response Hours – 24/7/365 Contracts – Master
Service
Agreement Be Prepared for Explosive Growth 6
Get OUT of Your Comfort Zone Ohio Oil and Gas Association Manage cash flow Attend Expos BE INDUSTRY SUPPORTERS!
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Get OUT of Your Comfort Zone
Oh, by the way when are you converting your trucks to CNG? 8
2. Know Your Skills and Message
Just Do It
Know Your Skills and Refine Your Message Know Your Skills Unlimited “Find
Opportunities
Your Niche and do it well”
Be
consistent in communicating your message across all media 10
Know Your Skills and Refine Your Message Refine Your Message
What can you say that is meaningful about your company to the gas company that differentiates you from the competition?
Demonstrate how your company’s product or services can be innovative and drive down costs
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Know Your Skills and Refine Your Message Refine Your Message
Be able to succinctly state what your company’s does
Develop your 30-second phrase
“We haul water and sand”
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Know Your Skills and Refine Your Message Refine Your Message “We
haul water. Most of our trucks are relatively new. Our drivers have been with us a minimum of 5 years. We drug test monthly and none of our drivers have had a DUI.” 13
Know Your Skills and Refine Your Message Refine Your Message “We
provide corrosion protective NanoCoatings. It requires two applications rather the current norm of three and it protects 40% longer.”
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3. There is no silver bullet!
3. There is no silver bullet!
But you need an effective strategy‌
3. There is no silver bullet!
But you need an effective strategy‌ High Tech, High Touch
3. There is no silver bullet! SO……
Know you where your product fits Is it innovative? Does it reduce costs – product and manpower? Does it increase productivity? Is it a green product?
3. There is no silver bullet! SO……
Know your target audience
What’s important to them relative to your business? How will they learn about your business? How often must they hear your message? How many different ways can you reach them? Can you make it easy for the them to understand how your product works in the industry? Do you an oil and gas industry section on your web site
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How Do You Reach Them? 1. 2. 3. 4. 5. 6. 7. 8. 9.
TV advertising Outdoor advertising Radio Public Relations Online marketing Web site content targets natural gas industry Guerilla Marketing Well Site Marketing – decals Email marketing 22
3. There is no silver bullet! High Tech
Web site Email database Cell phone database Text Mobile Marketing - Smart Phone Apps
3. There is no silver bullet! Mobile Marketing Approximately 100% of oil and gas workers 41% of smartphone owners have a made a purchase from their mobile phones. iPhone and Android own 80% of the US market You can keep your customers informed with push notification messages directly to their mobile phones With GPS technology you can give customers GPS directions from anywhere to your business
Everywhere availability
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4. It’s All About Networking High Touch
4. It’s All About Networking Expos
and industry events
Hotel Sports
bars
Convenience
stores
4. It’s All About Networking
Everyone is there to make contacts
Start Your Own Group
Wear something distinctive
Write something on your business card
5. Follow Up Means Success Follow
up, Follow up, Follow up, Follow up, Follow up, Follow up, Follow up, Follow up, Follow up, Follow up, Follow up, Follow up, Follow up, Follow up, Follow up, Follow up, Follow up,
Remember when you’re in One
Strike and you’re out!
5 Steps 1. Get
Out of Your Comfort Zone
2. Know
Your Skills and Your Message
3. There
Is No Silver Bullet
4. It’s
All About Networking
5. Follow
Up Means Success
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Joe Barone 610.764.1232 jbarone@shaledirectories.com