Mastermind 2012Session 4

Thursday, 11th October2012

8h00

City Lodge, Lynnwood Bridge

As Usual - Switch it Off….

How will the day go?

• Let’s Get Started 8h00• Today’s Context• Personal Feedback - Achievements &

Insights• Products, Services and Offerings

8h30• Get Clear!• Packages & Options

• Pricing 9h00• Break

9h30• Payments, Policies and T&C’s

9h45• Systems and Support

10h15• Systems, Tools & Team• Operations Guide / Manual

• Action Steps / Closing / Q&A11h00

Context – The Supply Side of Your Business

Products, Services & Offerings:

• What do you actually deliver?

• Packages and Options

• Pricing

• Payment, Policy and T&C’s

Support Systems

• Systems, Tools and Team

• Operations Guide / Manual

Share your Feedback and Light Bulb Moments

• + + + Positive Only! + + +

• Top Accomplishments in last

4 weeks

• Homework

• Branding

• Personal Image

• Sales

• Aha moments?

What’s on the Menu? Get Clear on WHAT you offer….

Do you have a clear internal catalogue of services and offerings – your own “menu”:

• Product / Offer / Service Name

• Description / Features

• Benefits to Clients / Customers

• Price Points

Additional Info

• How will clients / customers buy from you

• How does fulfillment / distribution work?

Homework: Create your own Catalogue (if you do not have one yet)

Do you offer Packages, Alternative Options and do you Up-Sell?

• Eliminate Uncertainty

• Provide Choice

• Value-add often lies within a packaged option

• Internal Competition is better than external competition

• Up-Sell Opportunities• During the Shopping Experience

• At Check Out

• Courtesy Call Afterwards

• Before product expires / runs out

• Seasonal

• Homework: Identify Core Packages and Up-Sell Opportunities

How do you Determine your Price Tag?

Numerous Pricing Methods, each with Pro’s and Con’s….

Cost Based:

• Cost (Includes a Markup)

Market Based:

• Market-related (Includes Margin)

Value Based:

• Justified by the proven value created (Includes a Margin)

Other – E.g. Transaction Based

How do you deal with Payments – Do you have Policies and T&C’s to make life

easier?

• KISS

• Documented / In Writing

• Communicate in Advance

• Create a fixed process from invoice through to recovery

• Deviate but contain risk

• Avoid Emotional Attachment

• Can you get payment in advance?

• Offer alternative payment methods

• Get your assistant / accountant to follow-up

Systems, Tools & Team

Create a SYSTEM for any repetitive action, task or process that has specific triggers, where you require a predictable outcome!

Sequence:

• Systematise (Organise)

• Automate (Tools)

• Outsource (Team)

Operations Manual

• Good Table of Contents (for easy Navigation)

• Operating Procedures / Steps (How To)

• Monthly Checklists / Key Controls / Payments

• Passwords / Logins

• Banking – Account Information / Cards / Beneficiaries / Standing Instructions

• IT – Assets & Serial Numbers / Network Id’s / Web and Hosting Details

• Cell Phones – Numbers / Pins / Puks

• Company Info – Procurement Details / VAT Certificates / BEE Certificates / etc

• Staff list & key details

• Key Resources and Contact Numbers

• Corporate Identity Guide

Closing & Action Steps

• Questions?

• Homework:

• Product / Service Catalogue

• Packages & Options

• Look at Pricing Model / Raise Rates

• Payment Policy, T&C’s

• Operations Manual

• Special insights?

• Feedback Form.

• Commit to take action.

Mastermind 2012Session 4

Thursday, 11th October 2012

8h00

City Lodge, Lynnwood Bridge