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Joe Barone

4-Steps to Success in Midstream


Seminar Objectives 1.  Provide

you with the marketing and sales strategies that can help you be successful in selling to midstream companies.

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 do we know? 1. 

“2013 is the year of Midstream” in Ohio

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The Midstream projects are huge and require considerable resources

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The midstream business like the E&P business will multi-generational

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Safety is foremost on-site

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Local businesses have to know the industry and where they fit. 3


4. Steps


1. It's all about Segmentation Gathering

Processing

Fractionation


It's all about segmentation — Understand

the midstream process and requirements — Know where your company can provide products and services — Get in early

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2. Expand your brand into Midstream


2. Expand your brand into Midstream Go the next step 1.  Add Midstream to Energy Services on your web site 2.  Know your message, your skill in Midstream 3.  Be consistent with you Midstream message – web, brochures, ads, etc. 8


2. Expand your brand into Midstream


2. Expand your brand into Midstream


2. Expand your brand into Midstream


3. The Strategy is “High Tech, High Touch� Make sure you using the latest technology to communicate and have your sales reps at every possible industry event.

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3. The Strategy is “High Tech, High Touch” High Tech —  Provide user friendly information across all electronic platforms    Maximize your web site for mobile – smart phones and tablets

—  Build

a database of customers/ prospects and send out a newsletter 13


3.The Strategy is “High Tech, High Touch” High Tech —  Make mobile marketing an important part of your “High Tech” strategy    Maximize your web site for mobile    Mobile App --- easy access to relevant information —  Create

V-Cards to send your business card to someone’s mobile phone 14


3.The Strategy is “High Tech, High Touch”

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3.The Strategy is “High Tech, High Touch” How V-Card works —  Text

“Joe Barone” to 72727 —  Keyword: Joe Barone —  V-Card information to the phone —  Use Short URL to make V-Card available on your web site. —  1http://bit.ly/WsVE3A

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3.The Strategy is “High Tech, High Touch” Truck Wraps    Promote your skills    Give yourself broad exposure

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3.The Strategy is “High Tech, High Touch” Printed Materials    Keep them to a minimum    Have .pdf’s of all printed material to be able to send electronically    Have printed materials for expos/trade shows

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3.The Strategy is “High Tech, High Touch” Outdoor    Select billboards on back rounds leading to well sites    Keep your message consistent with other marketing materials    Keep your message short

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3.The Strategy is “High Tech, High Touch”


3.The Strategy is “High Tech, High Touch” —  Expos

and industry events

—  Hotel —  Sports

bars

—  Convenience

stores


3.The Strategy is “High Tech, High Touch” — 

Everyone is there to make contacts

— 

Start Your Own Group

— 

Wear something distinctive

— 

Write something on your business card


3.The Strategy is “High Tech, High Touch” Expos/trade shows – High Touch    Register early to get a good booth location – corners, high traffic areas,    Make sure displays communicate your message    Review the registration list and exhibitor list if possible and set up appointments prior to the expo

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3.The Strategy is “High Tech, High Touch” Expos/trade shows (cont’d.)    Do networking during the set up and vendor reception.    Bring at least two maybe three people so you can work the booth and make contacts with other exhibitors    DO NOT, DO NOT sit in your booth and text, read email or look pre-occupied

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3.The Strategy is “High Tech, High Touch” Expos/trade shows (cont’d.)    Have a receptacle for business cards    Put a message on your business of the topic of your conversation    Wear the same distinctive clothing at every expo    Follow up on all leads – email, newsletter, call, text, etc.

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4. 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,


There is no silver bullet!


Remember when you’re in — One

Strike and you’re out!


4. Steps


Joe Barone 610.764.1232 jbarone@shaledirectories.com


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