mastermind may-2014
Post on 27-Nov-2014
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Mastermind 2014
Session 4: Strategic Relationships
2
• Arrivals 8h00
• Feedback8h30
– Accomplishments
– Goals & Accountability Reporting
– Book Review
• Strategic Relationships9h30
– Why People do Business With You
– Quality Clients / Quality Network
– Relationship Marketing Blueprint
Break (15 min)10h15
– More About Relationship Marketing
– Online / Offline Relationships (Demo)
• Ideas / Discussion / Hot Seats / Masterminding11h00
How will the day go?
3
AMAZINGfunmotivation
What’s GOOD and NEWAwesome
results
Insight Inspiration
Feedback
4
YOUR SUCCESSES
What is good and new?
ACCOUNTABILITY
Goals & Accountability Reporting
BOOK REVIEWSleep for Success
Strategic Relationships
Why do people do business with
you?• Your Relationships – Know, Like & Trust
• You Truly Understand the Client – Client, Culture & Context
• You deliver Value (Benefits & Results)
• Ease of doing business with you (Packaging, Payment, Process, Policies….)
• Your Ability to deliver (On scope and on time – If you do not have the capacity, at least you have a plan to ramp up).
• Your ability to Surprise and Delight
• Your Brand, Credibility and Visibility
• Power of Association
What is a Quality Client or Network?• 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. Pays on time.
• Provides recurring business.
• Is your unpaid-sales force.
• Refers other quality clients.
• Creates your business’ future.
NOT EVERYBODY IN YOUR NETWORK WILL DO BUSINESS WITH YOU, LOOK AFTER THEM ANYWAY….
Relationship Marketing Blueprint
IdentifyMake your List
Qualify 8 Steps per Prospect
Connect & Stay in TouchMarketing Tactics, Campaigns and Follow-up
CloseSucceed and Repeat
Break
Thinking Preferences – The Clues..
L1 – WHAT?Dress: power dressingBody language/ facial expression: uses sparinglyGestures: power gestures (point finger, flat first to emphasize)Language: factual, questioningOffice/desk/walls: minimalistic, neat, certificatesProfession: technical, technological, scientific, financial, researchNotes: important pointsCar: status, neat
R1 – WHY?Dress: fashionable, own styleBody language/ facial expressions: uses regularly for effect, to dramatizeGestures: dramatic gesturesLanguage: metaphors, paradoxes, interrupts self, zigzagOffice/ desk/ walls: chaotic or artistic, uniqueProfession: “ideas” job, design, future, orientedNotes: hardly ever takes notes, doodles, mind mapsCar: image
L2 – HOW?Dress: conservative, sober coloursBody language/ facial expressions: uses sparinglyGestures: “counting” gestures (on fingers, hands to show sequence)Language: detailedOffice/ desk/ walls: neat, full but organised, files alphabetized, chartsProfession: procedural, systems, administrative, supervisoryNotes: copious notes, comes prepared with notebookCar: practical, neat
R2 – WHO?Dress: for comfort. To feel goodBody language/ facial expressions: uses often, feelings clearly displayedGestures: range of gestures to dramatize, make a point (cannot talk without arms!)Language: “big” words, emotional languageOffice/ desk/ walls: “warm”, family photos, personal itemsProfession: people based, caring, motivatingNotes: mostly pictures, doodlesCar: family, “cute”
On-line / Off-line Relationships
Ideas, Discussion, Hot Seats, Q & A
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