3 5 Steps to Success in the Shale 2.0 ShaleDirectories.com

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.

2

What have we learned?

1.

The “Gold Rush” is over.

2

Producers are looking for innovators

3

Depressed prices of nat. gas have changed the expectations of producers towards vendors/local businesses.

4

Safety supersedes everything.

5

Local businesses have to know the industry.

3

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

4

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!

7

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

11

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”

12

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.”

14

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

31

Joe Barone 610.764.1232 jbarone@shaledirectories.com