ready set launch: how to market your mediation business presentation lewis

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

mlewis@midcoastmediation.com.au

0447 950 005

Mary-Jane Silver

mjsilver@midcoastmediation.com.au

0447 954 575

wwww.midcoastmediation.com.au

THANK YOU!

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