The Marketing Workshop 2009
<ul><li>Housekeeping </li></ul><ul><li>Questions </li></ul><ul><li>Mobile phones </li></ul><ul><li>Valuables </li></ul>
<ul><li>Constructing the vision </li></ul><ul><li>Planning your time </li></ul><ul><li>Controlling your finances </li></ul...
<ul><li>Re-introduction </li></ul><ul><li>Positive focus – last 90 days </li></ul><ul><li>What are your expectations from ...
<ul><li>You know how some people  (your customer) </li></ul><ul><li>Experience  (problem) </li></ul><ul><li>Which means th...
Strategy 7 – create a low cost marketing engine
What is marketing? <ul><li>the barriers to entry by which you eliminate the people that you do NOT want to deal with and  ...
Dan Sullivan <ul><li>“ all the money that you need for the rest of your career is in the pockets of the people that you kn...
Willing to invest in themselves and well connected Regular attendance and dentally responsible Rude/disrespectful Friendly...
<ul><li>2. Create the Welcome Pack </li></ul><ul><li>Covering letter – what will happen/timings </li></ul><ul><li>Mission ...
3 – Create the smile check <ul><li>The smile check </li></ul><ul><li>The system for using it </li></ul>
4 – The Referral System <ul><li>Terms and conditions </li></ul><ul><li>End of treatment letter </li></ul><ul><li>Newslette...
5 – The referral card <ul><li>Logo </li></ul><ul><li>Contact details </li></ul><ul><li>Photo </li></ul><ul><li>Description...
6 - Networking <ul><li>Chamber of Commerce </li></ul><ul><li>Business Link </li></ul><ul><li>BNI </li></ul><ul><li>Other b...
7  - Speaking & Publishing <ul><li>Business groups </li></ul><ul><li>Retired groups </li></ul><ul><li>SIGs </li></ul><ul><...
8 – Strategic Alliances <ul><li>Complementary professions and businesses </li></ul><ul><li>Added value alliance </li></ul>...
9 – Your website <ul><li>Profile – am I in the right place? </li></ul><ul><li>People – do they look like a nice team? </li...
Strategy 8 – Maintain balance between work, rest and play <ul><li>Establish priorities </li></ul><ul><li>Plan well in adva...
Tactic 1 – Establish your priorities <ul><li>Self </li></ul><ul><li>Family </li></ul><ul><li>Business </li></ul><ul><li>Fi...
Tactic 2 – Plan the time to plan <ul><li>Annual – 3-year vision </li></ul><ul><li>Quarterly – positional </li></ul><ul><li...
Tactic 3 – Take control of time <ul><li>Free days </li></ul><ul><li>Buffer days </li></ul><ul><li>Focus days </li></ul>
Tactic 4 – Control Money <ul><li>Personal budgets </li></ul><ul><li>Professional budgets </li></ul><ul><li>Profitability a...
Tactic 5 – Delegate and outsource Strategy/Clinical Finance Marketing and Sales Resources Team Compliance
Tactic 6 – Establish Reserves <ul><li>Time </li></ul><ul><li>Energy </li></ul><ul><li>Money </li></ul><ul><li>Talent </li>...
Tactic 7 – Remove yourself from Tolerations <ul><li>People </li></ul><ul><li>Situations </li></ul><ul><li>Things </li></ul>
Tactic 8 – Maintain Fitness & Health <ul><li>Nutrition </li></ul><ul><li>Sleep </li></ul><ul><li>Exercise </li></ul><ul><l...
Tactic 9 – Regular Review (Clean Sweep/Clean Slate)
Reading in fourth quarter <ul><li>Getting Business to Come to You – Paul & Sarah Edwards </li></ul><ul><li>Teaming Up – Pa...
So what about the next 90 days? <ul><li>We’re not finished yet! </li></ul><ul><li>Bridge calls </li></ul><ul><li>WWOL </li...
Thanks for listening! Hope you had a good day Now “just do it!”
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2007 dbs - workshop 4

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2007 dbs - workshop 4

  1. 1. The Marketing Workshop 2009
  2. 2. <ul><li>Housekeeping </li></ul><ul><li>Questions </li></ul><ul><li>Mobile phones </li></ul><ul><li>Valuables </li></ul>
  3. 3. <ul><li>Constructing the vision </li></ul><ul><li>Planning your time </li></ul><ul><li>Controlling your finances </li></ul><ul><li>Leading your team </li></ul><ul><li>Creating a “wow” patient journey </li></ul><ul><li>Refining your selling skills </li></ul>
  4. 4. <ul><li>Re-introduction </li></ul><ul><li>Positive focus – last 90 days </li></ul><ul><li>What are your expectations from the day? </li></ul>
  5. 5. <ul><li>You know how some people (your customer) </li></ul><ul><li>Experience (problem) </li></ul><ul><li>Which means that (outcome of problem) </li></ul><ul><li>Well what I do is (product/service/job) </li></ul><ul><li>Which means that (solution) </li></ul><ul><li>The benefit of which is (outcome of solution) </li></ul><ul><li>Would you like to know more? </li></ul>
  6. 6. Strategy 7 – create a low cost marketing engine
  7. 7. What is marketing? <ul><li>the barriers to entry by which you eliminate the people that you do NOT want to deal with and </li></ul><ul><li>the offer by which you make yourself irresistibly attractive to the people that you DO want to deal with. </li></ul>
  8. 8. Dan Sullivan <ul><li>“ all the money that you need for the rest of your career is in the pockets of the people that you know and the people that they can introduce you to.” </li></ul>
  9. 9. Willing to invest in themselves and well connected Regular attendance and dentally responsible Rude/disrespectful Friendly/respectful D A C B 1. Patient Grading
  10. 10. <ul><li>2. Create the Welcome Pack </li></ul><ul><li>Covering letter – what will happen/timings </li></ul><ul><li>Mission statement </li></ul><ul><li>Meet the team </li></ul><ul><li>Directions/parking </li></ul><ul><li>Terms and conditions </li></ul><ul><li>Promises </li></ul><ul><li>Price list </li></ul><ul><li>Smile check </li></ul><ul><li>MHQ </li></ul>
  11. 11. 3 – Create the smile check <ul><li>The smile check </li></ul><ul><li>The system for using it </li></ul>
  12. 12. 4 – The Referral System <ul><li>Terms and conditions </li></ul><ul><li>End of treatment letter </li></ul><ul><li>Newsletter permission </li></ul><ul><li>Referral card </li></ul><ul><li>Web site </li></ul>
  13. 13. 5 – The referral card <ul><li>Logo </li></ul><ul><li>Contact details </li></ul><ul><li>Photo </li></ul><ul><li>Description of ideal client </li></ul><ul><li>Mini-smile check </li></ul>
  14. 14. 6 - Networking <ul><li>Chamber of Commerce </li></ul><ul><li>Business Link </li></ul><ul><li>BNI </li></ul><ul><li>Other breakfast clubs </li></ul><ul><li>Other SIGs </li></ul>
  15. 15. 7 - Speaking & Publishing <ul><li>Business groups </li></ul><ul><li>Retired groups </li></ul><ul><li>SIGs </li></ul><ul><li>“ Improve your confidence through improving your…….” </li></ul><ul><li>Press </li></ul><ul><li>Radio </li></ul><ul><li>Professional </li></ul><ul><li>Web site </li></ul>
  16. 16. 8 – Strategic Alliances <ul><li>Complementary professions and businesses </li></ul><ul><li>Added value alliance </li></ul><ul><li>Marketing alliance </li></ul>
  17. 17. 9 – Your website <ul><li>Profile – am I in the right place? </li></ul><ul><li>People – do they look like a nice team? </li></ul><ul><li>Premises – does it suit my demographic? </li></ul><ul><li>Promises – are they customer service focused? </li></ul><ul><li>Prices – is it reassuringly expensive/affordable? </li></ul><ul><li>Proof – do other people speak highly of them? </li></ul><ul><li>Products expressed as Processes – do they do the things I want? </li></ul>
  18. 18. Strategy 8 – Maintain balance between work, rest and play <ul><li>Establish priorities </li></ul><ul><li>Plan well in advance </li></ul><ul><li>Control time </li></ul><ul><li>Control money </li></ul><ul><li>Delegate </li></ul><ul><li>Create reserves </li></ul><ul><li>Remove tolerations </li></ul><ul><li>Maintain fitness and health </li></ul><ul><li>Clean Sweep and other assessments </li></ul>
  19. 19. Tactic 1 – Establish your priorities <ul><li>Self </li></ul><ul><li>Family </li></ul><ul><li>Business </li></ul><ul><li>Finance </li></ul><ul><li>Physical </li></ul><ul><li>Social </li></ul><ul><li>Intellectual </li></ul><ul><li>Spiritual </li></ul>
  20. 20. Tactic 2 – Plan the time to plan <ul><li>Annual – 3-year vision </li></ul><ul><li>Quarterly – positional </li></ul><ul><li>Monthly - tactical </li></ul><ul><li>Weekly - reflection </li></ul><ul><li>Daily – To Do </li></ul>
  21. 21. Tactic 3 – Take control of time <ul><li>Free days </li></ul><ul><li>Buffer days </li></ul><ul><li>Focus days </li></ul>
  22. 22. Tactic 4 – Control Money <ul><li>Personal budgets </li></ul><ul><li>Professional budgets </li></ul><ul><li>Profitability analysis </li></ul><ul><li>Pricing </li></ul><ul><li>Robust systems </li></ul>
  23. 23. Tactic 5 – Delegate and outsource Strategy/Clinical Finance Marketing and Sales Resources Team Compliance
  24. 24. Tactic 6 – Establish Reserves <ul><li>Time </li></ul><ul><li>Energy </li></ul><ul><li>Money </li></ul><ul><li>Talent </li></ul>
  25. 25. Tactic 7 – Remove yourself from Tolerations <ul><li>People </li></ul><ul><li>Situations </li></ul><ul><li>Things </li></ul>
  26. 26. Tactic 8 – Maintain Fitness & Health <ul><li>Nutrition </li></ul><ul><li>Sleep </li></ul><ul><li>Exercise </li></ul><ul><li>Meditation </li></ul><ul><li>www.liveto100.com </li></ul>
  27. 27. Tactic 9 – Regular Review (Clean Sweep/Clean Slate)
  28. 28. Reading in fourth quarter <ul><li>Getting Business to Come to You – Paul & Sarah Edwards </li></ul><ul><li>Teaming Up – Paul & Sarah Edwards </li></ul><ul><li>The World’s Best Known Marketing Secret – Ivan Misner </li></ul><ul><li>Selling the Invisible – Harry Beckwith </li></ul>
  29. 29. So what about the next 90 days? <ul><li>We’re not finished yet! </li></ul><ul><li>Bridge calls </li></ul><ul><li>WWOL </li></ul><ul><li>Call-in Days </li></ul><ul><li>Coaching Gym </li></ul><ul><li>What are your main goals for the final quarter? </li></ul>
  30. 30. Thanks for listening! Hope you had a good day Now “just do it!”

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