Mastermind 2014

Session 4: Strategic Relationships

2

• Arrivals 8h00

• Feedback8h30

– Accomplishments

– Goals & Accountability Reporting

– Book Review

• Strategic Relationships9h30

– Why People do Business With You

– Quality Clients / Quality Network

– Relationship Marketing Blueprint

Break (15 min)10h15

– More About Relationship Marketing

– Online / Offline Relationships (Demo)

• Ideas / Discussion / Hot Seats / Masterminding11h00

How will the day go?

3

AMAZINGfunmotivation

What’s GOOD and NEWAwesome

results

Insight Inspiration

Feedback

4

YOUR SUCCESSES

What is good and new?

ACCOUNTABILITY

Goals & Accountability Reporting

BOOK REVIEWSleep for Success

Strategic Relationships

Why do people do business with

you?• Your Relationships – Know, Like & Trust

• You Truly Understand the Client – Client, Culture & Context

• You deliver Value (Benefits & Results)

• Ease of doing business with you (Packaging, Payment, Process, Policies….)

• Your Ability to deliver (On scope and on time – If you do not have the capacity, at least you have a plan to ramp up).

• Your ability to Surprise and Delight

• Your Brand, Credibility and Visibility

• Power of Association

What is a Quality Client or Network?• 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. Pays on time.

• Provides recurring business.

• Is your unpaid-sales force.

• Refers other quality clients.

• Creates your business’ future.

NOT EVERYBODY IN YOUR NETWORK WILL DO BUSINESS WITH YOU, LOOK AFTER THEM ANYWAY….

Relationship Marketing Blueprint

IdentifyMake your List

Qualify 8 Steps per Prospect

Connect & Stay in TouchMarketing Tactics, Campaigns and Follow-up

CloseSucceed and Repeat

Break

Thinking Preferences – The Clues..

L1 – WHAT?Dress: power dressingBody language/ facial expression: uses sparinglyGestures: power gestures (point finger, flat first to emphasize)Language: factual, questioningOffice/desk/walls: minimalistic, neat, certificatesProfession: technical, technological, scientific, financial, researchNotes: important pointsCar: status, neat

R1 – WHY?Dress: fashionable, own styleBody language/ facial expressions: uses regularly for effect, to dramatizeGestures: dramatic gesturesLanguage: metaphors, paradoxes, interrupts self, zigzagOffice/ desk/ walls: chaotic or artistic, uniqueProfession: “ideas” job, design, future, orientedNotes: hardly ever takes notes, doodles, mind mapsCar: image

L2 – HOW?Dress: conservative, sober coloursBody language/ facial expressions: uses sparinglyGestures: “counting” gestures (on fingers, hands to show sequence)Language: detailedOffice/ desk/ walls: neat, full but organised, files alphabetized, chartsProfession: procedural, systems, administrative, supervisoryNotes: copious notes, comes prepared with notebookCar: practical, neat

R2 – WHO?Dress: for comfort. To feel goodBody language/ facial expressions: uses often, feelings clearly displayedGestures: range of gestures to dramatize, make a point (cannot talk without arms!)Language: “big” words, emotional languageOffice/ desk/ walls: “warm”, family photos, personal itemsProfession: people based, caring, motivatingNotes: mostly pictures, doodlesCar: family, “cute”

On-line / Off-line Relationships

Ideas, Discussion, Hot Seats, Q & A