apr 2013 upd

MASTERMIND 2013Session 3 – City Lodge, Lynnwood Bridge

Monday, 29 April, 8h30

Reminder:Next MM Meeting Thursday 16 May @ 8h00 for 8h30

2

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 Preferences10h30

• Bringing it all Together 11h00• Insight + Message + Tactics + Execution

• Client Access Tactics

• Closing / Q&A 11h30

April 2013 © Inovizion Business Services, 2013. All Rights Reserved

3

LET’S GET STARTEDNo more soft or fluffy….


4

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, 8h30


5

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!


6

Previous Session2. Rate Them 3. Strategic Positioning & Pitch

5. Top Strategy to Connect4. Client Planning – Who to Target & The Value Chain

1. Quality Clients


7

Feedback

• Top Successes

• Key Accomplishments

• What is good and new

• Significant Insights

POSITIVE feedback only

© Inovizion Business Services, 2013. All Rights ReservedApril 2013

8

BREAK


9

WHY?Why do clients prefer to do business with you?


10

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 Contacts required 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 the capacity, 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

• Bankability


R O I

11

THINKING PREFERENCESWhat motivates you and your clients?


12

NBI Preference Profile


L1 – WHAT?

• Realist• Analytical

R1 – WHY?

• Strategist• Imagineer

L2 – HOW?

• Organiser• Preserver

R2 – WHO?

• Empahtiser• Socialiser

Know yourself. Know your team. Know your client. Learn to Spot the Clues.

13

CONNECTBringing it together - Client Access Tactics


14

Key Elements…..

• Client Insight• Research & Analysis• Thinking

• Message• Pitch• Benefits / Results• Branding

• Tactics• Select• Plan

• Execute• Schedule• Systematize


15

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-Party


16

• Questions? Insights?

• What ACTIONS are you

committing to?

• Weekly Plan & Do

• Feedback Form

• Just do it!

Wrap Up
