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

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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