ready set launch: how to market your mediation business presentation lewis
TRANSCRIPT
Welcome to.....
Ready, Set, LAUNCH....
Marketing your business!
Tuesday 11th September 2012
National Mediation Conference 2012, Sydney
TODAY’S PROGRAM
ON YOUR MARK....setting up a
business
GET SMART....5 questions to
answer to get you on your way
GO! What’s working, what’s not
and what’s next?
ON YOUR MARK!
GET SMART!
At this stage, it’s not about what
qualifications you have - it’s about how you
can help people
Your clients will be asking: WIIFM (What’s
in it for me?)
Ask yourself: so what?
1. HOW CAN I HELP
PEOPLE?
At MidCoast Mediation, we provide family
dispute resolution services and can assist
you to prepare a parenting plan.
A QUICK EXAMPLE
If you and your ex-partner are struggling to
agree about your children, call MidCoast
Mediation today and we can help you come
up with a plan that puts the past behind
you so you can move on with your life.
Where are people in conflict (home, work, play)
and where are they on the “conflict pipeline”?
Who else is dealing with people in conflict -
psychologists, GPs, solicitors, EAPs, HR
managers, Childcare Centres, sports groups,
community groups
2. WHO HAS THE
PROBLEMS I CAN
SOLVE?
This is where your credentials and
experience come in!
Credibility, Connections,
Consistency
3. WHY WOULD THESE
PEOPLE TRUST ME?
CONTENT IS KING!
Find the right watering holes
Pick the low-hanging fruit
Create the “John Malkovich” effect
Try before you buy
4. HOW WILL THESE
PEOPLE FIND OUT I CAN
HELP THEM?
Is it money in the bank?
The type of clients you work with?
How much time you are working?
5. HOW WILL I KNOW IF
I’M SUCCEEDING?
MARKETING PLAN
TEMPLATE I CAN HELP
PEOPLE TO…
THE PEOPLE I
CAN HELP
ARE….
THESE PEOPLE
WILL TRUST ME
BECAUSE
THESE PEOPLE
WILL FIND ME
VIA…
This is the type of
business I want to
have
These are the
people I want to
have as clients
This is my “brand” These are the
marketing
activities I need to
do
MARKETING ACTIVITIES
TEMPLATE <MONTH> ACTIVITIES / AREA
Group meetings
One on one meetings
Presentations/training
Direct mail
Cold call
Advertising
Media
etc
MCM’S EXPERIENCE
SALES STATS
Mediation enquiries: 87
Converted 44%.
58% are parenting ($557 average income)
24% workplace ($688 average income)
13% family ($320 average income)
Reasons for not converting:
Cost: 36%
Not the decision maker: 21%
Party wouldn’t participate: 15%
Training enquiries: 4
Converted 100%
MCM’S EXPERIENCE
MARKETING STATS
Prompts
Referrals: 67%
Web: 11%
Advertising: 8%
Referrals from:
Local FRC: 30%
Lawyers: 16%
MCM contact: 15%
MCM’S EXPERIENCE
INTERESTING DEVELOPMENTS
Meditation vs Mediation – now include our tag line
Have been approached by two other service providers
in our region to ask us to operate under their name
Now include photos in our promotional material and
advertising
Have recently changed our website – from general to
more specific areas of service
Finalists in the “Start Up” category of the Manning
Valley Business Awards
ALWAYS HAPPY TO
CHAT! Megan Lewis
0447 950 005
Mary-Jane Silver
0447 954 575
wwww.midcoastmediation.com.au
THANK YOU!
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