Is your product or service 'One Size Fits All' ?

A meeting with a sizable Norfolk based business during the week reminded me of an analogy I have used in the past when running sales and marketing workshops.

Making your product or service appeal to a much wider audience can be a challenge for many, and even seem unnecessary to others.

Niche is king and specialising can be the route to fame and fortune.

But does making that product 'one size fits all' mean you are missing out on extra buyers and profit?

Think for a moment about a flight from London Heathrow to New York JFK.

It's simply an aeroplane that takes it's passengers quickly and efficiently between the two points in order to achieve something beyond the flight itself.

For some it's an essential to their job and the important part is the work at the destination. For others it could be the first part of a very special holiday. It could even be an trip to visit a relative in ill health at an inconvenient time financially.

But they will all travel on the same 'plane, on the same route and to the same destination.

Some of those people will want to make the flight part of the experience and really enjoy it, others will need to relax as much as possible to be fresh for the challenges on arrival, some will need to manage the trip as cheaply as possible.

The mainstream airlines deal with this extremely well by dividing up that metal tube into First, Business and Cattle Class. Each section has it's own level of service, comfort and added value with a price tag to match - but it's still just a flight between the two points.

Understanding your customers is the key.

You probably feel that the vast majority of your customers fit into the 'cattle class' bracket and you may well be right. The airlines allocate more seats to that category than to the others. But they still realise that there is value, and profit, in providing the higher levels too.

Think about your own product and customers. How could you offer a First and Business class variation? Or conversely, if that's where your products are now, how could you offer a budget version - maybe under a different brand so that you don't devalue your current status?

What would that include? What would you need to charge? What would you have to do in your marketing and sales to ensure that those likely, and in a financial position, to take up the offer could see the benefits and value.

And remember that, if you are going up a level, those benefits will not be the ground level result of getting from A to B. They are more likely to be about status, dreams, lifestyle and goals. You need to tap into them.

If you need inspiration visit the website for Bentley cars. That site doesn't sell cars. It's sells the feeling of pride and pleasure you will have from owning one. Then go to Kia cars and see the difference!

If you need help working out how best to sell your products, just ask.

How did you choose your business name?

Choosing a business name always seems an exciting time and loads of ideas run around your head before you finally settle on 'The One'. But there's a few things that you should consider before those ideas run wild.

1. If the business is not going to be a global player, and potentially a household name, then including something that indicates something about what you do can help potential customers decide if they should be calling you or not.

Clever is ok, but if it leaves them mystified, it hasn't really helped the cause. Would Aviva, Corus or Square Giraffe say anything about your business?

If your business is really local I would even consider making it blatantly obvious what you do - Suffolk Management Training or Norfolk Plumbing Repairs.

2. Next on the list is to find out if your chosen name already exists. A search on Companies House and Trade Mark listings will show up whether your new business 'McDonalds Take Away' might get you into deep water with their legal department or simply get you confused with others of a similar name.

3. Finally you need to consider the Internet.

You really do need to have a domain name that matches your business name. Without that people will struggle to find you. If you have got this far and the domain name isn't available then I would go back to step one and start again.

If you are a UK based business then you absolutely need to have the .co.uk version of your business name but I would also buy the .com .net .tv .info and .biz versions too. Just think of the consequences of a competitor setting up in the same business, taking one of those domain suffixes, marketing it like mad and taking half your business. Just allow enough in your budget to buy all of them to be sure.

If we take one of the business name examples above I would also buy the hyphenated and non-hyphenated versions - suffolkmanagementtraining as well as suffolk-management-training. The second version is easier for people to see, understand and remember when it's on your physical advertising.

Hyphens can help too if the words could be mis-read when put together. There are some famous 'howlers' in this department which must have horrified their owners once they realised:-

therapistfinder - 'therapist finder' or could be 'the rapist finder'
expertsexchange - 'experts exchange' or 'expert sex change'
whorepresents - 'who represents' or 'whore presents'
penisland - which is actually 'pen island' apparently

Advertising the hyphenated version of each of those domain names would have saved a great deal of embarrassment!

If you are choosing your business name, then choose it wisely.

Needs some help getting your business up and running? Just call me. Sales & Marketing Strategy with AlloyCRM

Get Ready for a Great 2010

Christmas is just about over and the New Year is just around the corner.

Going by the activity in the last quarter, 2010 looks set to be much better for buisness. Most seem to be waking up to the fact that sitting on your hands and doing nothing, hoping to sit it out and that the storm will just pass by isn't an option.

Doing the Second World War, Cadbury's chocolate continued to advertise heavily despite a severe shortage of their products and no chance of increasing revenue. But, once hostilities ceased and production restarted fully, the Cadbury's name was the one on peoples mind. It built their business to be the strong brand it is today.

Don't sit on the fence and wait for the world to pass you by. Get out there and let everyone know who you are and what you do - the business world hasn't stopped.

If you need help working out the best way to get your products and services in front of the right people - on the internet or in the real world - call me at Alloy CRM for a chat and see if I can help.

What do your customers really buy?

Do you really understand why your customers might buy your product or service?

Is it because of the 'features' you offer?

Let's say you wanted to buy a new laptop computer.

You might go out and look for one with 3gb of ram, a 2.5 hour battery life and a 250gb hard drive.

But in reality you're not looking for those features because they excite you. You look for them because:

> 3gb Ram means your laptop will run quickly, smoothly and allow you to have several programs running at once without too much adverse effect.

> A 2.5 hour battery life means you can sit on the train on the way to a meeting and work for pretty much all of the journey being more productive and not wasting time.

> A 250gb hard drive means you can store all of your holiday picture and videos without running out of space.

These are the 'Benefits'

Before you went into the PC shop you did the analysis of what you wanted out of your laptop (the benefits) and the features required to achieve them.

Understanding the difference between features and benefits is critical to successful marketing and sales.

Sometimes (often, maybe) the benefits are not so clear cut as the laptop example. Take the motor industry for example.

A car, whatever type or size it is, will get you from A to B in the dry and warm. Even the performance of the car is pretty irrelevant as the speed limit is 70 mph, and it's often impossible to use the acceleration or cornering capabilities of high performance cars in this country.

So why does one person buy a small car and another buy a large luxury sports model?

It comes down to life style, status or aspirations. If that's the case then your advertising needs to reflect that.

Have you ever seen an advert for a Bentley or an Aston Martin with it parked in an Asda car park? No, but you might see an ad' for a small family car with happy parents putting their smiling children into the back seat and ample shopping in the boot outside a smart supermarket.

The Bentley is more likely to be sitting outside the Savoy Hotel or some other very swanky part of London's West End.

Right. If we understand the difference between the Features that people buy as against the Benefits that people are really looking for then we need to work that out for our business and products or services.

I came across a very useful device to help with this process in a book called The Jelly Effect by Andy Bounds.

He suggests going through a routine he describes as 'So What?'

Start by writing down a feature and then asking yourself 'So What'. Answer that and continue asking 'So What' until you really can't answer any more.

Now you are potentially at the root benefit that your customers are looking for and in a position to find ways of communicating that in your advertising and marketing.

If you want more help to find your core benefits read The Jelly Effect or call me for some personal advice.

Alloy CRM - Sales and Marketing Strategy

Get to the point on your website

Get to the point!

Your potential customers, generally, don't want to mess about.


When they arrive on your website they are probably looking for either of two things:

1. If they know of your business by recommendation they are just looking for how to contact you - email or phone.

2. If they arrived by searching or a tenuous link verbally or otherwise, it's information they're looking for.


They haven't the time or the patience to rummage around to find stuff. You need to get straight to the point.

Make sure your contact phone number and email address are prominent 'above the fold' that is the section of your web page that can be seen without scrolling down.

Make it bold and, if your purpose is to solicit phone calls from enquirers put it at the top right of the screen. This tends to be the spot that takes the eye.

If they are after information - then give it to them!

They're probably not particularly interested at this moment that you have been in business for 30 years, or that you have the best staff team around. All they want to know is, do you sell the type of things they are looking for, what variations/options are available and how will these solve my problem or fulfil my desire.

If you've made them click a couple of times to get that information, they've probably already gone back to the search engines to find an alternative. Harsh, but true.


If you get past that, then they want to know why they should choose you and how they can be confident that you are the right supplier. Why would they want to know that first before knowing even if you are a potential supplier?

Analyse your website home page, or at least the first page they are likely to see, through your customers eyes and ask yourself if it fits the bill.

If you need help to make your website work then look at our Website Profit Program from Alloy CRM

Maximising your Networking Investment

I went to BNI leadership training today. I'm doing an extended term as Chapter Director. I don't mind, I really like the job.

The thoughts of a 7:30am start and 5 hours of training doesn't always seem like a good idea as the alarm goes off when it's still dark and evil thoughts of pulling a 'sicky' go through your half-awake brain.

But the end result was worth it.

Looking beyond the practical stuff of how to run effective networking meetings and chapter growth, what really comes shining through is the real purpose, and benefit, of putting aside a couple of hours every week to attend.

Making the financial commitment to be a BNI member for a year is not insignificant and shouldn't be taken lightly. Every member needs to maximise the potential they have of generating new business and profits to ensure a good return on their investment.

Every moment you are in a BNI meeting should be focused on that one goal. But managed incorrectly, it can turn sour and unprofitable very quickly.

Being a 'Hunter' and simply looking for every opportunity to capture business from other members and their contacts is unlikely to go down well and you could face the prospect of less business rather than more as members lose confidence.

BNI, and any networking for that matter, needs to be looked at as a medium to long term investment.

I would be reluctant to hand over an introduction to my best, most lucrative and sensitive customer until I am completely satisfied that you will do a fantastic job that will give me credibility for introducing you! So you need to prove to me that you are great at your job, you are committed to staying with the group (I don't want to be having to 'recommend' your replacement to my clients in 2 or 3 months) and that you are doing what ever you can to help the other members.

Offering to take on a role in the running of the Chapter is not only a great way to show your commitment, but also increases your own visibility within the group. If you do the role well you gain credibility as well as getting visibility.

BNI is not the only form of networking and the structure approach is not for everyone, our own Antidote Network for example provides a great alternative business forum. But I really do think that BNI is a great form of generating business and my profits would suffer without it.

If you're in BNI, or thinking of joining, make sure you maximise it's potential - hold up your hand and offer to help. You'll probably benefit more than you think.

Information about my BNI Chapter, Innovation.

Information about the Antidiote Network

Alloy CRM helps businesses increase sales, revenue and profit both on and off-line

Bangers 'n Mash and the Internet

Pay Per Click advertising, through Internet search engines, still remains a bit of a mystery to many business owners. Not just the mechanics of making them work, but the core of why they can be so cost effective.

I always try to make things simple with real world analogies. So here goes.

Imagine you are a butcher specialising in rather exclusive sausages.

I'm delving into a personal fantasy here. My favorite meal, you may be horrified to know, is bangers and mash and my favorite 'restaurant' is a cafe tucked under the M40 flyover on Portobello Road in West London. They always have a choice of 6 or 7 unusual and delicious sausages, several mash combinations and few different varieties of gravy to finish it off. Absolutely superb!

So, back to the story, you're a butcher specialising in unusual sausages and you want to open a shop. But rather than opening your shop in the general high street you choose an unusual cul-de-sac. Here EVERY shop is a Butcher specialising in sausages.

Is that commercial suicide? Not necessarily.

The good news is that every person who wanders into that street is a potential customer, they just wouldn't be there otherwise. The bad news is that they may only buy from one shop.

But there's further good news. You will only pay your costs of being there on footfall through your door. In other words you will only pay when you actually attract someone into your shop and potentially sell some sausages.

So your job as a butcher is to make your shop window the most appealling and attractive in the street.

You can count the number of people who walk past your window and those who walk through the door. You can also measure the number that actually buy and how much they spend against that charge you pay for everyone that walks in.

Armed with those ratios and cost per sale, you can change your shop window as many times as you like to test the effect on your ratios and ultimately your profit.

But you're not restricted to how many times you change the window, so you can refine it constantly to maximise the results. Unlike many other forms of advertising, you are only paying for a defined result - someone walking through your door.

There's one more important aspect too. There will undoubtedly be some spots on the street that 'perform' better than others. If your shop window is effective in getting larger percentages of passers by into the shop, you'll be promoted to a better spot.

But you can short cut that promotion too by changing the amount you are prepared to pay each time someone walks in your door to try and secure the shop position you want. The more you are prepared to pay the better your position.

If you're still with me, I'll relate that to Pay Per Click advertising and make our butcher an internet business.

Your cul-de-sac is the phrase that potential sausage buyers might type into a search engine such as Google. They might type 'Wild Boar Sausages'. Your shop can sit in any number cul-de-sacs of key phrases that may be typed in by sausage buyers.

Your shop window is the 4 line advert that appears on the right hand side of the search results page. How good your ad' is determines the number of people who walk through your door into your website - the point at which you pay.


The final part, the one that decides if the project is worth while, is how effective the inside of the shop is in getting customers to buy. Are your potential customers seeing what they expected after being attracted in by your window display, or do they see Beef and Lamb joints with the sausages tucked right at the back of the shop out of site? That's the landing page on your website that you send visitors to.


Pay Per Click (PPC) can, if managed correctly, be a very effective and productive way to increase sales and profits. It should be considered alongside more traditional forms of advertising. Once you've tasted it's success you may find that your advertising spend will be reviewed in the light of it's results.


If you need help to make your website produce profit through Pay Per Click (PPC) advertising contact me at Alloy CRM.

The Effects of Facebook?

There have been a couple of articles in the Daily Mail recently about the effects of the internet, specifically social networking sites, on us and children in particular.


The first was suggesting that social networking sites could produce cancer. At first glance you would probably say rubbish. However we need to dig a little deeper beyond the media headline hype.

Our bodies have evolved to be a socially interactive animal. Devoid of that element in our life can cause mental, and physical, problems. This is well documented by prisoners and hostages over the years. On the surface, social interaction via sites such as Facebook fulfills that requirement in our life. But does our body understand that?

Is our body hard-wired to determine the required social interaction as being face to face where it can receive not only words but also facial expressions and body gestures? The internet removes all of that. How many times have you misinterpreted an email, got the wrong end of the stick and reacted inappropriately?

So if you take the case of someone who's life revolves around the internet and they just don't meet anyone, how is the body going to react?


Dr David Mickel, the GP who discovered the possible cause of ME, believes that the body generates symptoms, and sometimes real illnesses, in an attempt to force a change in circumstances to rectify the life balance.

So if that's the case, maybe the theory of Facebook causing cancer may not be so far fetched.


Thankfully, for the vast majority of us, social networking sites are just a relatively small part of our life and we live, most of the time, in the real world.

The second article was a front page headline suggesting that the same social networking sites are causing our children to have remarkably short attention spans. Well if you've got this far down my blog you certainly don't suffer from that!


In this case I think we need to look at the wider world that our children are brought up in. It's a world of short, sharp messages and multi-tasking.

Most informative programes on television are broken into micro-segments with several themes running in tandem throughout the show. Flipping backwards and forwards between them with quick updates to remind you what's happening. I find that type of programming quite frustrating as I'm used to the traditional format but it must be popular as they all use it now.


Written media has taken the same direction too. The popular press and magazines consist of snippets supported by photographic images, almost a comic style, with no real substantial essay type material.

And then, of course, there is texting. Rapid, word truncated, conversations that are conducted whilst doing something else.

So is Facebook causing the problem? I doubt it. I think it's more about the new world we live in - good or bad is up to you to decide.

If you want help to make use of the internet to produce profit for your business contact me at Alloy CRM

How can we beat the recession?

We know that the internet is taking an increasing role in purchasing decisions and that we need to maximise our exposure there.
But how do we do it with limited budget? You've probably spent your marketing and advertising budget every year so can't find more to fund internet marketing too.

Well lets have a look at what you are spending your budget on now and the results you get from it. You may well have invested in some or all of these - Yellow Pages, Trade journals, Newspapers, TV/Radio and Direct mail.

Now tell me, honestly, if you can quantify, EXACTLY, the return on your investment for each activity - down to individual adverts.

I suspect that your answer may well be a bit vague. Henry Ford, famously didn't say "Half my
advertising works, I just don't know which half" (someone whose name I can't recall said it).
If that sums up your advertising budget, now is the time to be more prudent and use a medium that allows you to value every penny you spend, test and measure the results on an hourly basis and tap into the internet sales that are increasing as we speak.

Pay Per Click advertising in the search engines, such as Google and MSN, along with Facebook is the smart way to use your marketing budget effectively and get return on your hard earned investment.

More information on cost effective PPC advertising here from Alloy CRM

What make a website a popular website?

With billions of websites out there all trying to attract your attention, it might be interesting to look at a few really successful sites to understand what might make them so popular.

Now these are just my views on these sites and there are probably a whole load of other factors too, but here goes.

bbc.co.uk
Enormous breadth and depth of information/content

youtube.com
Is this one of the greatest entertaining/time wasting sites ever?

gocompare.com
Saving money is on many peoples agenda normally. It's probably on everyones agenda in the current economic crisis

facebook.com
Another great time waster but the interaction factor just makes it so absorbing

'Adult' Sites
Exciting and teasing (so I'm told)


Now lets summarise that -

Informative
Entertaining
Money Saving
Interactive
Exciting

Do you think it would be worth making your website good enough to be described in one, or a few, of those terms? I bet if you did, it would be far more successful and earn you a lot more money than it is now.

Try it.

Alloy CRM has a Website Profit Program designed for small businesses that will increase profit.

Internet sales preditions for 2009 UP!

A report in eMarketer confidently predicts an increase in internet sales of about 4% in the US. Now that's not much but against high street drops of up to 10% it seems like good news to me.

Additionally a survey by ATG also in the US at the back end of last year, in the midst of the downturn, showed that purchasers would be turning to the internet to both research their requirements and actually buy where appropriate more than ever before. One of the triggers, along with price, for a purchase was no cost delivery.

So what should we take from this?

Well, there is no doubt now that EVERY business should be represented on the internet. But more than that, it needs to show your business in a professional and trustworthy way otherwise those potential customers will just head straight back to the search listings to find someone else. We know they are spending, and making purchasing decisions, via the internet - you need to make sure your are getting your fair share of those sales.

If you need help to make your website work and produce profit, I offer a Website Profit Program designed to help and guide you.

Alloy CRM is a Sales & Marketing Strategy consultancy that helps businesses find new ways of increasing Sales, Revenue and Profit.

New Year - New Revenue?

New Year - New Revenue? What can you do differently in 2009 that could significantly improve your revenue and profit?

Here's just a few ideas:

• Look back through your customer list and see who hasn't bought from you in the last 12 months. Contact them, find out why and rebuild the relationship if they are still potential customers.
  
• Check back to see who you pitched for business but lost out. Try re-packaging your offer in a different way and contact them.
  
• Build a follow up program for everyone who buys from you. Use that to maintain contact, make your customer realise you care and probably gain some referrals and testimonials into the bargain.
  
• Don't just carry on with the same old advertising. Be bold and look for something different. Try different publications, divert some of your spend to internet marketing and review your website to make sure it isn't losing you potential customers.
  
• Be more targeted about looking for new customers. Look at your customer base and see which industry sector and size profile produces the best results for you, find out where those sort of businesses hang out and join in with them.
  
• Try networking. There are plenty of events around each with it's own style and visitor profile. It might feel scary the first time but it's worth the effort. Networkers love to help each other and you could well create some useful contacts.

All the best to you for 2009 - may it be your most profitable yet.

More thoughts on the Credit Crunch

Recent financial events leave us in no doubt that this will trigger employment difficulties in the near future as the effects bite into the supply chain.

The result will be, as it was in the similar period during the early eighties, businesses being very cautious about their spend.

However business hasn’t stopped altogether, it has simply reduced. It is at times like this that smart companies look for new, and cost effective ways to capture a greater percentage of the marketplace.

There are many channels to promote a business, each with its own level of required investment – some substantially more that others.

The internet provides a cost effective platform from which to attract potential customers.

Our research habits have changed out of all recognition over the last few years. The internet is now the first place we turn to for information and help. Any company that does not maximise its web presence is effectively giving away business to its competitors.

However the internet road is not paved with gold. It is hard work, just like any other marketing or advertising campaign.

The big advantage is that Internet Marketing is one of the few mediums that allow you to monitor results and Return on Investment very accurately. The ability to test, measure and modify the individual elements of the campaign on a daily basis means that you are unlikely to throw money away through a wrong decision at the beginning.

Tune up your Sales and Marketing Program or CRM with Alloy CRM

With tough times ahead, measure your advertising results.

For most advertising you may include in your marketing, it is notoriously difficult to prove a Return on Investment (ROI). Printed media or television, without clever tactics, it is difficult to prove results conclusively. This makes it difficult to determine where your next advertising pound should be spent – especially in our current turbulent times when you can’t afford to waste money.

For many businesses the answer lies on your computer screen with paid advertising programs.

Many of you will sigh at this point as you remember burning a hole in your pocket trying to make Pay Per Click (PPC) on Google work and produce some profitable business.

Well folks, I’ve done just the same myself in the past too!

The thing is, we didn’t know what we were doing then and were running blind.

PPC is a skill, just like any other, that needs to be learnt and understood. I waded through hours and hours of video and text tutorials before I took my Google AdWords exam. Even then, knowing the mechanics of the PPC system wasn’t enough. I needed the commercial skill and knowledge I have gained over the years to make it work successfully.

Put those together and you have a powerful tool in PPC. One that can bring absolutely the right people to your website. People who are looking for your products and services right now. All you have to do, once they have arrived, is keep them there and offer precisely what they need (but that’s for another blog post!).

The massive bonus gained from using PPC over other forms of advertising is the measurement, tracking and instant flexibility.

Setup correctly, a PPC campaign will tell you exactly what key words your customer typed into the search engine to look for your product, the advert that attracted them and the advertising cost to gain him as a customer.

Not only that, but you can monitor what’s happening, and more importantly, what’s not working on an hourly basis. That way you can change things before your marketing budget gets burnt to a cinder.

It’s probably that last point that caught us all out before. We didn’t check and analyse what was going on often enough. The result? A sizable hole in our pocket and a dislike of the PPC system.

But times have changed. More and more of us turn to the search engines as our first point of contact for knowledge and new suppliers. That means your business needs to be there for them to find you and PPC provides a manageable, measurable and cost effective way of getting new customers.

If you need to understand or investigate how a well managed Pay Per Click Sales and Marketing Campaign could work for your business then contact me to discuss your Sales, Profit and Return on Investment requirements.

Selling is all about the numbers

Selling is all about the numbers

"Make a better mousetrap" they said, "And people will beat a path to your door"

Hmmm... Well, woe betide anyone in business who thinks that philosophy alone will make them their first million.

The business world is littered with fantastic ideas and products that would knock the socks off the competition - but have died a painful death through financial ruin. Yet, conversly, there are any number of second rate offerings that continue to thrive.

What's the difference?

The second created sales opportunities for themselves, the first just sat back and waited for the sales to come to them.

And how do you think those successful businesses 'created' sales opportunities?

They went out and got their sales message across to as many people as possible. The more they speak to, the more they sold.

I suspect, at this point, there are some folk out there wagging a finger at me saying 'Work Smarter, Not Harder'.

I absolutely agree. Working smarter means making sure that all of those people you speak to are of the right calibre to be your customers, so that you are not wasting time on people who are never going to, or able to, buy.

But make sure you talk to as many people of the right calibre as you can! That's smart, but it's also damn hard too.

Getting to speak to the right people or attracting them to your website in significant numbers is vital to your business success.

If you need help, talk to me about my Sales Accelerator Program to Increase your Sales and Profit.

Are you Main Dealer or Garage around the Corner?

When your car is a year or two old and comes to the end of it's warranty period you have a choice as to where you have your servicing and repairs done.

You can still go to the (expensive) main dealer with it's comforting customer service facilities and friendly smiling service folk, or you can go around the corner to a nearby trading estate to a non-franchise garage.

The garage around the corner probably hasn't got the smart reception area with coffee, sky news and comfy chairs. Instead you are possibly confronted by a chap in greasy overalls who's decidedly lacking in customer service skills.

But they are a lot cheaper and, potentially, know a great deal more about your car, its know problems and how to fix then quickly and cheaply than a spotty apprentice in the main dealer who just plugs it into a computer and changes what it suggests.

Faced with this dilemma we, more often than not, opt for the safe option of the main dealer and pay the price.

What's this got to do with business and sales?

When someone visits your website, or sees your advertising material, they will make exactly the same judgement, and possibly come to the same decision too.

Do you give the impression of being Main Dealer, or Garage Around the Corner?

Compare your sales collateral and website with your competitors.

If you appear Garage Around the Corner in comparison, change it and see what difference it makes to your sales conversions.

If you need help with Sales and Marketing Strategy, on and off line, contact me at Alloy CRM

As a member, and current Chapter Director, of a local BNI group I had my 10 minute presentation a couple of weeks ago.

Wishing to create an impact I did something a little out of the ordinary.

Rather than stand up and talk at my fellow members I created a 9 minute video that shows the type of work I do through my Sales and Marketing Strategy business, Alloy CRM, and my business web video work through Alloy Video