Strong Business in a Weak Market with Felicia Lee
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Strong Business in a Weak Market with Felicia Lee

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9/16/2010 DWC+ Teleclass: Strong Business in a Weak Market with Felicia Lee

9/16/2010 DWC+ Teleclass: Strong Business in a Weak Market with Felicia Lee

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Strong Business in a Weak Market with Felicia Lee Strong Business in a Weak Market with Felicia Lee Document Transcript

  •         Strong  Business  in  a  Weak  Market       1. Look  at  who  you  have  in  your  pocket       Group   Key  Message(s)   Past  Client             Prospect             Alliance             Personal  Contact                 2. Get  clear  on  the  problem  you  solve     What  are  5  reasons  clients  buy  from  you  now?     1.   2.   3.   4.   5.     Be  clear  on  what  you  offer  to  the  market:     Candeo  Communications  Inc.  www.candeo.ca     1     ©Flett  Ventures  Inc.       Email:  felicia@candeo.ca                Tel:  778.986.1138  
  •         Question   Answer   What  do  you  do?           Why  does  it     matter?         Who  cares?               3. Look  at  the  markets  that  you  should  be  serving  that  you  aren’t.       Question   Answer   What  does  my  clientele     have  in  common?     What  markets  could     want  my  offerings  that   are  not  currently   buying?     What  would  it  take  to     open  up  this  market?     Are  there  changes  I     would  need  to  make  to   open  up  this  market?   (i.e.  Messaging,  new   marketing  materials,   different  payment   rates,  different  colors,   styles,  etc.)     How  can  I  go  about     starting  the   conversation  with  this   market?     Candeo  Communications  Inc.  www.candeo.ca     2     ©Flett  Ventures  Inc.       Email:  felicia@candeo.ca                Tel:  778.986.1138  
  •         Who  do  I  know  that     represents  this  market   that  I  can  talk  with  and   gather  information?   (i.e.  If  you  are  targeting   new  home  owners,  who   do  you  know  who  just   bought  their  first  home;   targeting  Italian   builders,  who  do  you   know  who  is  Italian  and   in  the  construction   industry?)           4.  Look  at  any  markets  that  could  be  serviced  by  adjusting  your  model     To  Do:     • Consider  ways  to  make  it  easier  for  client  to  buy  from  you   • Look  at  ways  to  compartmentalize  your  offering     5. Become  a  lean,  mean,  selling  machine     Sales  Funnel:     Prospects   Presentations   Clients                                         Monthly  Sales  Goal:   Candeo  Communications  Inc.  www.candeo.ca     3     ©Flett  Ventures  Inc.       Email:  felicia@candeo.ca                Tel:  778.986.1138  
  •         Weekly  Sales  Goal:   Daily  Sales  Goal:       6. Tweak  your  payment  terms       What  are  4  ways  you  could  offer  different  payment  terms  to  your  clients?                                                                                 What  other  things  could  you  offer  clients  to  soothe  their  cash  flow  issues?                                                                                 7. Remind  your  competitor’s  clients  that  you  are  a  great  alternative     Who  are  your  five  main  competitors?                                                                                 Which  accounts/clients  do  they  have  that  you  want?                                                                                 In  what  way  could  you  do  a  better  job  for  these  clients?    Price?    Service?     Support?    Provide  a  variety  of  offering?     Candeo  Communications  Inc.  www.candeo.ca     4     ©Flett  Ventures  Inc.       Email:  felicia@candeo.ca                Tel:  778.986.1138  
  •                                                                                       8. Review  your  payables  and  negotiate  down     What  is  your  monthly  burn  rate?     Make  a  list  of  all  your  vendors  and  consider  how  you  can  get  better  terms  or  get   them  to  drop  your  price:                                                                                                           Do  all  your  business  expenses  make  you  money?     Are  there  any  payments  you  are  making  (office  space,  cell  phone)  that  are  larger   than  they  need  to  be?     How  many  months  of  cash  flow  do  you  currently  have  socked  away?       How  many  clients  would  you  have  to  lose  to  be  in  serious  cash  crunch?     How  many  of  your  receivables  are  >60  days  overdue?       9. Explore  bundling  services/products  with  partners     Who  do  your  clients  also  buy  from  that  is  a  complimentary  service  or  product  to   yours?    Is  there  an  obvious  fit  between  you  and  them?                                                                                 Candeo  Communications  Inc.  www.candeo.ca     5     ©Flett  Ventures  Inc.       Email:  felicia@candeo.ca                Tel:  778.986.1138  
  •         Make  a  list  of  5  potential  partnerships,  find  contacts,  and  pitch  the  idea.     1.   2.   3.   4.   5.     10.    Kill  your  clients  with  kindness!     What  10  things  can  you  do  to  show  your  clients  appreciation?     1.   2.   3.   4.   5.   6.   7.   8.   9.   10.       What  3  actions  will  you  commit  to  in  the  next  4  weeks  to  improve  your  business?     1.   Candeo  Communications  Inc.  www.candeo.ca     6     ©Flett  Ventures  Inc.       Email:  felicia@candeo.ca                Tel:  778.986.1138  
  •         2.   3.      E-­‐mail  your  3  action  items  to  felicia@candeo.ca  by  September  17th,  2010  to   receive  a  45-­‐minute  complimentary  coaching  session,  valued  at  $200.    (Offer   valid  for  DWC  members  only)   Candeo  Communications  Inc.  www.candeo.ca     7     ©Flett  Ventures  Inc.       Email:  felicia@candeo.ca                Tel:  778.986.1138