Apr 2013 upd
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Mastermind Session April 29, 2013

Mastermind Session April 29, 2013

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Apr 2013 upd Apr 2013 upd Presentation Transcript

  • MASTERMIND 2013Session 3 – City Lodge, Lynnwood BridgeMonday, 29 April, 8h30Reminder:Next MM MeetingThursday 16 May@ 8h00 for 8h30
  • Session 3 - How will the day go?• Lets Get Started 8h30• Logistics• Context - Mastermind Journey• Recap Previous Session• Feedback: Achievements & Successes 8h45• Break 9h45• Why Clients do Business with You 10h00• Your & Your Clients’ Thinking Preferences 10h30• Bringing it all Together 11h00• Insight + Message + Tactics + Execution• Client Access Tactics• Closing / Q&A 11h302April 2013 © Inovizion Business Services, 2013. All Rights Reserved
  • LET’S GET STARTEDNo more soft or fluffy….3April 2013 © Inovizion Business Services, 2013. All Rights Reserved
  • Logistics• Please connect and use FB group• Next Q&A Call• Tuesday, 21 May @ 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• Next Mastermind Session• Next meeting on Thursday, 16th May, 8h304April 2013 © Inovizion Business Services, 2013. All Rights Reserved
  • Mastermind Journey10 Months – 10 Broad Themes1. Strategic Focus, Self Discovery, Vision &Goals2. Quality Clients, Positioning & Planning3. More Positioning, Branding & Marketing4. Strategic Relationships5. Connect, Communicate & Close6. Systems for Strategic Success7. Teaming & Leverage8. More Business Models9. Success Habits10. Next year Growth StrategiesCELEBRATE!5April 2013 © Inovizion Business Services, 2013. All Rights Reserved
  • Previous Session62. Rate Them 3. Strategic Positioning & Pitch5. Top Strategy to Connect4. Client Planning – Who to Target & The Value Chain1. Quality ClientsLet’s rate your clients?11• Do you need to fire / release / replace poor quality clients?• Who are you filling your pipeline with?Revenue/ProfitabilityQuality of Client (Rate on Scale of 1 – 10)PossibleQualityClients &ProspectsWho do we pitch & plan for?16PossibleQualityClients &ProspectsProbableQuality Clients& ProspectsTop QualityClients &HotProspectsOur Ideal Target MarketGeneral Marketing & Brand BuildingTargeted MarketingClient PlanningReferral Marketing / Requests (our sphere of influence)Marketing & Sales Value ChainMarch 2013 © Inovizion Business Services, 2013. All Rights Reserved17Offering /ValuePropositionIdeal MarketAnalysis &SegmentationCompetitiveAnalysisMarketing & PromotionSales Force AlignmentSales ProcessSalesAdministration&MeasurementWHAT WE OFFER• Core Product &Service Offerings• Packaging• Pricing• Value Add• Benefits & Results• Benefits CaseWHO WE SERVE• Market Value• Industry / Sector• Trends• Ideal Client Profile• Demographic• Geographic• Financial• Buyer Values(Wants / Needs)• Prospect List /Named Accounts• PrioritizeCOMPETITION• Top Competitors• Direct• In-Direct• Differentiation• USPMARKETING TACTICS• Positioning• Marketing Plan• Marketing CollateralTRACK & FOLLOW-UP• Track & Monitor• Follow-up / Check-In• CRM• ManagementReporting / KeyindicatorsSALES FORCE• Internal• Partners / AffiliatesGET TO CLOSURE• Process for connection toclosure• Psychology of the SaleRisk ManagementPositioningApril 2013 © Inovizion Business Services, 2013. All Rights Reserved
  • Feedback• Top Successes• Key Accomplishments• What is good and new• Significant InsightsPOSITIVE feedback only © Inovizion Business Services, 2013. All Rights Reserved7April 2013
  • BREAK8April 2013 © Inovizion Business Services, 2013. All Rights Reserved
  • WHY?Why do clients prefer to do business with you?9April 2013 © Inovizion Business Services, 2013. All Rights Reserved
  • Key Differentiating Factors• Relationships – Know, Like & Trust• Truly Understand the Client – Client, Culture & Context (It is not about“me”)• Positive Persistence with a Plan (System) - At average 8-12 Contactsrequired to “get in”• Focus on Value (Benefits & Results)• Ease of doing business with you (Packaging, Payment, Process, Policies….)• Ability to deliver (On scope and on time – If you do not have thecapacity, at least have a plan to ramp up). Ability to Surprise and Delight• Memorable Brand – Look, Feel, Experience & Deliver against Brand Promise• Build in an opportunity for Next Interaction (Not an after-thought)• Know & Show ROI (Return on Investment):• Credibility• Visibility• BankabilityApril 2013 © Inovizion Business Services, 2013. All Rights Reserved10R O I
  • THINKING PREFERENCESWhat motivates you and your clients?11April 2013 © Inovizion Business Services, 2013. All Rights Reserved
  • NBI Preference Profile12April 2013 © Inovizion Business Services, 2013. All Rights ReservedL1 – WHAT?• Realist• AnalyticalR1 – WHY?• Strategist• ImagineerL2 – HOW?• Organiser• PreserverR2 – WHO?• Empahtiser• SocialiserKnow yourself. Know your team. Know your client. Learn to Spot the Clues.
  • CONNECTBringing it together - Client Access Tactics13April 2013 © Inovizion Business Services, 2013. All Rights Reserved
  • Key Elements…..• Client Insight• Research & Analysis• Thinking• Message• Pitch• Benefits / Results• Branding• Tactics• Select• Plan• Execute• Schedule• SystematizeApril 2013 © Inovizion Business Services, 2013. All Rights Reserved14Marketing & Sales Value ChainApril 2013 © Inovizion Business Services, 2013. All Rights Reserved14Offering /ValuePropositionIdeal MarketAnalysis &SegmentationCompetitiveAnalysisMarketing & PromotionSales Force AlignmentSales ProcessSalesAdministration&MeasurementWHAT WE OFFER• Core Product &Service Offerings• Packaging• Pricing• Value Add• Benefits & Results• Benefits CaseWHO WE SERVE• Market Value• Industry / Sector• Trends• Ideal Client Profile• Demographic• Geographic• Financial• Buyer Values(Wants / Needs)• Prospect List /Named Accounts• PrioritizeCOMPETITION• Top Competitors• Direct• In-Direct• Differentiation• USPMARKETING TACTICS• Positioning• Marketing Plan• Marketing CollateralTRACK & FOLLOW-UP• Track & Monitor• Follow-up / Check-In• CRM• ManagementReporting / KeyindicatorsSALES FORCE• Internal• Partners / AffiliatesGET TO CLOSURE• Process for connection toclosure• Psychology of the SaleRisk ManagementPositioning
  • Tactics to Connect• Online / Foundation:• Website & Blog• Specialist Blog• Social Media / Linked-in, FB, Twitter• Stay-in-Contact:• Phone Calls / Voice Mails / SMS• Emails / Direct Mail• Warm Letters / Updates / Newsletter• Special Event / Birthday Greetings• Coffee /Breakfast / Lunch• Special Post Cards• Special Packages• In-Person Deliveries• Testimonials• Networking• Influencers and Ideal Clients• Writing• Insights / Opinion Pieces• Special Reports• Research Results / Findings• Articles in Media• Copy of your Book• Speaking:• Own / Other Events• Radio / TV Appearances• CD / DVD / Demo Disk• Special Events:• CSI Events• Launches• Exclusive Networking• Seminars / Conferences (Host guests)• After-Party15April 2013 © Inovizion Business Services, 2013. All Rights Reserved
  • • Questions? Insights?• What ACTIONS are youcommitting to?• Weekly Plan & Do• Feedback Form• Just do it!Wrap Up16April 2013 © Inovizion Business Services, 2013. All Rights Reserved