Mafia Offer Theory of Constraints Marketing Theory of Constraints Sales

We have dramatically REDUCED THE PRICE of our ON-LINE Mafia Offer Boot Camp which is based on Goldratt's Theory of Constraints.

You have no excuses! --> Theory of Constraints Marketing

Interested in an in-person boot camp? Check our our GROUP, and PRIVATE Mafia Offer Boot Camps at www.MafiaOffers.com

Theory of Constraints Mafia Offer + Sales Process Engineering = Explosive Growth Equation

The 2 Leading Theory of Constraints Sales & Marketing Experts
Justin Roff-Marsh and Dr Lisa Lang
discuss what happens when ...
A Mafia Offer Meets 10 Times the Volume of Sales Appointments

Here’s a limited opportunity to participate in a test Webinar featuring a conversation between Dr Lisa and Justin Roff-Marsh.

Justin gets asked (almost) daily if our approach to sales (Sales Process Engineering) complements Dr Lisa’s approach to marketing (Mafia offers). Dr Lisa finds herself regularly answering the same question.

Of course, the answer’s yes: philosophically we’re both coming from the same (TOC) place, so how could our approaches possibly be in conflict?

But the practical implementation – and integration – of these two approaches is the really interesting subject to explore. And that’s the purpose of this Webinar.

This is a test event – our first one. This means that we are only promoting this event to the TOC community.

If you like to be first to discover new ideas and you don’t mind if this event isn’t as polished as we hope it eventually will become, please reserve you seat now.


We are going to accept 20 registrations for 14 spots. So sign up now, and arrive early to make sure you get in.

The format of this event is simple. Dr Lisa and Justin will each present an overview of our approaches – and, after each overview, the presenter will be interviewed by the other.

While this is occurring, we’ll be assimilating questions from delegates and, to conclude the Webinar, each of us will pose delegates’ questions to the other.

It should be fun, and informative!

Go here to sign up: http://explosivegrowthequation.eventbrite.com/

A Process Of On-Going Improvement (POOGI) - Part 20

We are continuing our series based on The Goal by Eliyahu M Goldratt.

What are the problems associated with marketing and sales? A few of the typical problems include:

• To prospects, what you say sounds the same as your competitors
• You have nothing unique or compelling to offer that is different
• Prospects aren’t aware of you
• You aren’t aware of enough prospects
• You have a collection of sales individuals, not a sales team
• You have difficulty getting in to see your prospect
• You have a long sales cycle
• You have a low closing rate
• You have difficulty quoting as many jobs as you would like
• Quote turnaround is too long
• There are peaks and valleys of booking sales

Yikes! That is a lot of problems! Where do we start to improve marketing and sales?

We recommend you start with your market offer or as we like to call it, your Mafia Offer. Without differentiating yourself from your competitors, it is difficult to determine what else is wrong with your marketing and sales process, and how to improve.

...to be continued.

Here's to maximizing YOUR profits!

Dr Lisa Lang(c)Copyright 2008, Dr Lisa, Inc. All rights reserved.

Dr Goldratt offers his new book Inherent Simplicity at no charge, click here to get the details: http://www.scienceofbusiness.com/dr-lisa/eliyahu-goldratt/goldratts-new-book.aspx

2008 Odyssey Program. Click here to learn about the low cost life changing event for young adults. You WANT to send your kids to this! http://www.scienceofbusiness.com/events/2008-odyssey.aspx

NEXT Group Mafia Offer Boot Camp: July 30, 31, Aug 1 2008 in Denver. More information at www.MafiaOffers.com. There are also PRIVATE and On-line Mafia Offer Boot Camps.

NEXT Maximizing Profitability Event (no charge): July 29, 2008 in Denver from 1:00 to 5:00 pm at the Science of Business Training Center. More information at www.Viable-Vision.com

Also check out our FREE Theory of Constraints videos. New videos added weekly! http://www.scienceofbusiness.com/free-stuff/free-videos-audios.aspx

How to Sell Your Mafia Offer - Part 9

We started this discussion about how people are more interested in avoiding (or reducing) pain than they are in increasing pleasure. We discussed how to present a Mafia Offer (based on Goldratt's Theory of Constraints) consistent with that desire.

Because mafia offers are business deals we also discussed how to get in to the right level to make your offer. See Executive Access Boot Camp below.

The next questions likely are: Who should we target with our offer? and How should we roll it out?

Here are some guidelines:

STEP 1

•Examine the different market sectors you serve, evaluating the extent which your mafia offer solves solves a significant problem for each market sector. What are the consequences of not solving that problem for each market?
•Examine 3 (prospective) clients per market sector (less than 3 may risk looking at extreme case, more are not needed).
•Based on the above identify the preferred market sector(s) to leverage YOUR offer.

STEP 2

Having looked at where the problem (that you solve) is the greatest, now let’s look at other considerations:

• Is there a market(s) that yeilds higher Throughput than others?
  Past experience can point to the type of clients/market-sectors/product-types that yield better Throughput. A particular client may yield less Throughput initially but would enable you to win good future business (penetrating a client, establishing reputation, gaining experience, steady annual income).
• Is there a market(s) that are more quickly accessed or has shorter sales cycles than others? Some big organization clients have decision processes which prolong significantly the sales cycle. To win the business of some types of clients/market-sectors/product-types, you may need to invest in qualification. In some regions/market sectors, you have much less sales infrastructure than in others.
• Is there a market(s) that are bigger than others?

Based on your answers to these questions, your marketing and sales core team should evaluate returns and barriers to create a proper sales plan - a plan that aims at increasing business in the short and medium horizon while preparing the ground for bigger sales in the future.

... stay tuned for STEP 3 in Part 10

NEW We have developed a REMOTE (on-line) Mafia Offer Boot Camp. Click here for an informational video and a FREE Preview of Session 1: http://www.MafiaOfferBootCamp.com

Next GROUP Mafia Offer Boot Camp in the US is January 30, 31, February 1, 2008 in Denver. Sign up today, registration is limited to 5 companies. $10,000 per company.

Next GROUP Executive Access Boot Camp is February 28, 29, March 1, 2008 in Denver.

$1,875 per person for all 3 days.

Here's to Maximizing YOUR Profits!

Dr Lisa Lang

(c)Copyright 2007, Dr Lisa, Inc. All rights reserved.

How to Sell Your Mafia Offer - Part 8

I ended Part 7 by asking -- Do people make decisions alone or in groups? If you had the experience I described in Part 6 where you do get in, but then have to come back and make the presentation multiple times until all the key people have seen it and can agree to go forward? Then you probably agree that your prospects make decisions in groups. And the larger the company, then the more true this seems to be.

Knowing that people make decisions in groups, why to we approach one prospect within our target company? In our 3 day Executive Access Boot Camp we discuss the psychology of this group decision making process and introduce a better way. We recommend approaching about 5 people depending on the specific situation. In addition to the ultimate prospect we also contact the next 2 levels up, 2 collegues, and 1 level below. We call each of these 4 people around the ultimate prospect leverage points. These are the people that, due to the psychology at play, will cause a meeting to occur. I can't possibly describe the whole 3 days, but you get the idea.

Here's what the Executive Access Boot Camp (EABC) has done for other companies that are closely held small businesses, midsized, and larger public or private organizations:

• Can reduce a companies time-to-a-deal by up to twenty-five percent
• Helps deliver faster assess to the senior executives of your key prospects
• Quicker determination of the prospect's interest in your offer
• Can increase annual revenues of five percent or more

You can read more about Executive Access at http://www.executiveaccessbootcamp.com/.

.... stay tuned for Part 9

Next GROUP Mafia Offer Boot Camp in the US is January 30, 31, February 1, 2008 in Denver.
Sign up today, registration is limited to 5 companies. $10,000 per company.

Next GROUP Executive Access Boot Camp is February 28, 29, March 1, 2008 in Denver.
$1,875 per person for all 3 days.

Here's to Maximizing YOUR Profits!
Dr Lisa Lang
(c)Copyright 2007, Dr Lisa, Inc. All rights reserved.

How to Sell Your Mafia Offer - Part 7

I will answer my own questions from Part 6 with the typical answers. Remember, that only those of you (30%) who are having trouble getting in will have similar (or any) answers.

So why is it so hard to get in, at the right level, to present your offer? What are the blockades you face?
Voicemail, caller ID, and assistants have made it easier to avoid contact. It seems that with all this technology it has gotten harder to get in.

What is the effect of all this? Longer sales cycles? Slower growth? Lower ROI on your sales/marketing investments?
Yes all of that, not to mention poor cash flow.

Do you have a solution to these challenges? Is there one? What do you do today -- what is your process to get in? Research -- letter -- call? What is the TOC solution?
We do the research -- letter -- call or just research -- call. Goldratt's Theory of Constraints doesn't really cover how to get in.

The assumption was that if you have a good, relevant market offer (mafia offer), then surely you can get it to present it. Right?

Who do you target -- what is the title of that person?
It depends on the particular client, but a common title is VP of Operations.

OK. So my next questions is -- Do people make decisions alone or in groups? What do you think? What's your experience?

.... stay tuned for Part 8

Next Mafia Offer Boot Camp in the US is January 30, 31, February 1, 2008 in Denver. Sign up today, registration is limited to 5 companies. $10,000 per company.

Next Executive Access Boot Camp is February 28, 29, March 1, 2008 in Denver. $1,875 per person for all 3 days.

Here's to Maximizing YOUR Profits!
Dr Lisa Lang
(c)Copyright 2007, Dr Lisa, Inc. All rights reserved.