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5-Steps to Success in the Shale 2.0

Joe Barone. 5-Steps to Success in the Shale 2.0. Seminar Objectives . 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.

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5-Steps to Success in the Shale 2.0

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  1. Joe Barone 5-Steps to Success in the Shale2.0

  2. Seminar Objectives • 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.

  3. What have we learned? • The “Gold Rush” is over. • Producers are looking for innovators • Depressed prices have changed the expectations • Safety supersedes everything. • Local businesses have to know the industry. • Long-term opportunities outside the Utica and Marcellus Shale

  4. 5 Steps • Get Out of Your Comfort Zone • Know Your Skills and Your Message • There Is No Silver Bullet • It’s All About Networking • Follow Up Means Success

  5. 1. Get out of Your Comfort Zone

  6. Get OUT of Your Comfort Zone • Safety • Speedy response • Hours – 24/7/365 • Contracts – Master Service Agreement • Be Prepared for Explosive Growth

  7. Get OUT of Your Comfort Zone • Join PIOGA and Ohio Oil and Gas Association • Manage cash flow • Attend Expos • BE INDUSTRY SUPPORTERS!

  8. Get OUT of Your Comfort Zone Oh, by the way when are you converting your trucks to CNG?

  9. 2. Know Your Skills and Message Just Do It

  10. Know Your Skills and Refine Your Message Know Your Skills • Unlimited Opportunities • “Find Your Niche and do it well” • Be consistent in communicating your message across all media

  11. 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

  12. 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”

  13. 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.”

  14. 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.”

  15. 3. There is no silver bullet!

  16. 3. There is no silver bullet! But you need an effective strategy…

  17. 3. There is no silver bullet! But you need an effective strategy… High Tech, High Touch

  18. 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?

  19. 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

  20. How Do You Reach Them? • TV advertising • Outdoor advertising • Radio • Public Relations • Online marketing • Web site content targets natural gas industry • Guerilla Marketing • Well Site Marketing – decals • Email marketing

  21. 3. There is no silver bullet! High Tech • Web site • Email database • Cell phone database • Text • Mobile Marketing - Smart Phone Apps

  22. 3. There is no silver bullet! Mobile Marketing • Approximately 100% of oil and gas workers • eMarketer has made “Mobile-First” the 2013 Business Trend • 41% of smartphone owners have a made a purchase from their mobile phones. • 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

  23. Everywhere availability

  24. 4. It’s All About NetworkingHigh Touch

  25. 4. It’s All About Networking • Expos and industry events • Hotel • Sports bars • Convenience stores

  26. 4. It’s All About Networking • Everyone is there to makecontacts • Start Your Own Group • Wear something distinctive • Write something on your business card

  27. 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,

  28. Remember when you’re in • One Strike and you’re out!

  29. 5 Steps • Get Out of Your Comfort Zone • Know Your Skills and Your Message • There Is No Silver Bullet, but think mobile marketing in 2013 • It’s All About Networking • Follow Up Means Success

  30. Joe Barone 610.764.1232 jbarone@shaledirectories.com Thank You

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