Mar 2013 upd
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Transcript of Mar 2013 upd
MASTERMIND 2013Session 2 – City Lodge, Lynnwood Bridge
Thursday, 14 March, 8h30
Reminder:Next MM Meeting
has moved to Monday 29th April @ 8h00 for 8h30
2
Session 2 - How will the day go?• Welcome 8h30
• Introductions
• Logistics
• Quick Recap 8h45• Mastermind Journey
• Pack & Resources
• Previous Session
• Quality Clients 9h00• Your business’ lifeblood
• Break 9h45
• Pitch, Positioning & Planning 10h00• Positioning your business & yourself
• Client Plan
• Closing / Q&A 11h45
3
WELCOMELet’s get started….
4
Logistics• Please connect on FB
• Strategic Success Circle - Private FB group
• Next Q&A Call• Tuesday, 19th March @ 20h00
• Bridgeline = 087 550 0375
• Pin = 464031
• Please submit questions in advance
• Call will be recorded and posted on private FB group
• Weekly Plan & Do• This is for your own benefit – Sent on Sunday PM, respond by Monday
noon
• April Mastermind Session (Change Requested)• I will be away from 12-22 April, inclusive
• Next meeting on Monday, 29th April, 8h30
5
RECAPA quick overview of what has happened to date…
6
Mastermind Journey
10 Months – 10 Broad Themes1. Strategic Focus, Self Discovery, Vision &
Goals
2. Quality Clients, Positioning & Planning
3. More Positioning, Branding & Marketing
4. Strategic Relationships
5. Connect, Communicate & Close
6. Systems for Strategic Success
7. Teaming & Leverage
8. More Business Models
9. Success Habits
10. Next year Growth Strategies
CELEBRATE!
7
Mastermind Pack
• Welcome Gift
• Strengths Finder Book
• Mastermind File
• Getting Started Section
• 10 Tabs / Sections
• Strengths Finder Card
• Profit Formula Card
• Resources @ Back
• A4 Personal Journal
• A6 Mini Notebook
• Eco-Friendly Tea light Candle
• Affirmation Cards
8
Previous Session
Think BIG…
2. Multiplier Mindset 3. Self Discovery – Strengths Finder
5. Choose your Priorities – Value of Time4. Find your Focus – Big Vision & Goals
1. Ground Rules
9
5 Business Multipliers
Success Mindset
1. Marketing & Sales
2. Success Systems
3. Team & Strategic Partners
4. Leverage / Duplicate
5. More
Business Models
10
QUALITY CLIENTSYour Business’ Lifeblood
11
Do you have enough quality clients?
A Quality Client:
• Is a pleasure to do business with.
• Is clear about what he wants / needs.
• Understands and acknowledges the value you add.
• Makes substantial financial commitments.
• Provides recurring business.
• Pays on time.
• Is your unpaid-sales force.
• Refers other quality clients.
• Creates your business’ future.
Are you closing enough sales?
MARKETING+
SALES=
CLIENTS
Hint: Marketing without sales will not pay your bills. You need client
interaction to complete the sale.
12
Let’s rate your clients?
• Do you need to fire / release / replace poor quality clients?• Who are you filling your pipeline with?
Rev
enu
e /
Pro
fita
bil
ity
Quality of Client (Rate on Scale of 1 – 10)
13
BREAK
14
POSITIONINGPitch, Positioning & Client Planning
15
What is your Pitch?• GET CLEAR ON:
• Who you are• What you do• Who you work with• How you help them• The results that they get• How you are different from the rest• Call to action
• DO:• Keep it simple and succinct• Remember it is about connecting with the client, it
is not just about you.• Write it down
• DO NOT:• Get all mushy about your passion or personal story• Use complicated language / consultant speak
16
What is your Strategic Positioning?How do you want your business
to be perceived?
• Business Bio
• Compelling Story
• Industry Credentials
• Awards
• Client Testimonials / Results
• Client Case Studies
• Media Appearances / Speaking / Writing / Author / Publisher
• Business Brand / Brand Promise
• Pricing
• Marketing Materials
• Website
How do you want to be perceived?
• Personal Bio / CV
• Personal Appearance
• Personal Brand / Values
• Visible Lifestyle
• Events your attend
• Where you are seen
• People you associate with
• Social Media presence
• How you communicate / interact
• Accessibility
17
PossibleQuality
Clients &Prospects
Who do we pitch & plan for?
PossibleQuality
Clients &Prospects
Probable Quality Clients & Prospects
Top Quality Clients &
Hot Prospects
Our Ideal Target Market
General Marketing & Brand Building
Targeted Marketing
Client Planning
Referral Marketing / Requests (our sphere of influence)
18
Marketing & Sales Value Chain
March 2013 © Inovizion Business Services, 2013. All Rights Reserved
Offering / Value
Proposition
Ideal Market Analysis &
Segmentation
Competitive Analysis
Marketing & Promotion
Sales Force Alignment
Sales Process
Sales Administratio
n & Measurement
WHAT WE OFFER
• Core Product & Service Offerings• Packaging• Pricing• Value Add
• Benefits & Results• Benefits Case
WHO WE SERVE
• Market Value• Industry / Sector• Trends• Ideal Client Profile
• Demographic• Geographic• Financial
• Buyer Values (Wants / Needs)
• Prospect List / Named Accounts
• Prioritize
COMPETITION
• Top Competitors• Direct• In-Direct
• Differentiation• USP
MARKETING TACTICS
• Positioning• Marketing Plan• Marketing Collateral
TRACK & FOLLOW-UP
• Track & Monitor• Follow-up / Check-
In• CRM• Management
Reporting / Key indicators
SALES FORCE
• Internal• Partners / Affiliates
GET TO CLOSURE
• Process for connection to closure
• Psychology of the Sale
Risk Management
Positioning
19
Key Client Planning – 8 Questions• What is the Status Quo?
• What are the Client’s Goals and
Priorities?
• What are our Objectives?
• What are Opportunities?
• What are the Risks?
• Which Relationships need to be
developed?
• What Resources and People can be
leveraged?
• What is the Plan of Action?
© Inovizion Business Services, 2013. All Rights ReservedMarch 2013
20
Quality Clients - Planning Success Factors
• Client Involvement• Get inputs on key client issues, needs, goals and strategies for the next year.
• Leadership & Ownership• Planning process must be owned and directed from the most senior professionals on
the account team.
• Periodic Strategic Interaction• Full annual planning and quarterly strategic reviews.
• Written / Documented Plans• Record plans in a consistent, practical and focused manner.
• Monitoring & Tracking• Weekly and Monthly tracking and communication - keep a summary to provide
progress at a glance.
• Follow-up• Regular interaction / coaching between management and sales force / team
members.
March 2013 © Inovizion Business Services, 2013. All Rights Reserved
21
Top Strategy to Connect & Get Clients
• Who are you Targeting: • Existing Contacts (People who know
you) • New Contacts (Connected personally,
e.g. Networking) • New or Existing Contacts (Connected
Virtually, e.g. Social Media, Linked in) • Ideal Prospective Clients (Ideal Target
Clients) • Centres of Influence
• What are your Objectives: • Relationship Building • Establish / re-establish a relationship
of know-like-trust • Request Referrals • Get and stay on the radar-screen of
the right people
• Variations: • Warm Update Letter or Reconnection
Letter • Introductory Letter • Request for Referral Letter
• Formats: • Physical Letter (Mail or Hand
Delivered) • Personalised Email • Personal Call or Meeting
• NOTE: • This strategy only works if you follow-
up, e.g. call, email, send brochure, coffee date, lunch, etc.
• Exact format and technique will depend on the client you are dealing with.
• Resource provided in Pack
22
• Questions? Insights?
• What ACTIONS are you
committing to?
• Weekly Plan & Do
• Feedback Form
• Just do it!
Wrap Up