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Mastermind Coaching Group Fall 2011
1
Session 3: October 6, 2011
Housekeeping
Reminder---all our materials are at http://www.boldbusinessworks.com/fall-2011-mastermind-page/
Format of our sessions
•Check-ins, progress reports •Learning segment (20-30 mins) •Q&A/Open Discussion •Goal setting for next time
Let’s check in on meeting our goals…and doing the homework worksheets.
Worksheet #5: KPIs Worksheet #6: Packaging/Pricing
Overview of Learning
Session 1: Business Models and Profitability Session 2: Diversify Your Income Streams Session 3: Target Market Session 4: Clear Messaging/Elevator Pitch Session 5: Choosing Your Marketing Channels Session 6: Goal review, recap, commitments to ongoing work.
From Week 2--- We are going to build on
Worksheet #2
Your Ideal Client
Let’s dig deep into the mindset of your ideal client.
If you don’t understand them you can’t communicate with them.
Worksheet #7
What is the exact problem you solve for them?
Go beyond the facts…dig into the emotional drivers.
He feels… •Overwhelmed •Unhappy •Lonely •Disappointed •Afraid •Embarrassed
Article on 13 emotional triggers
60-second Marketer
How are they solving this problem now?
Are they ignoring it? Using a competitive product or program?
If they are ignoring it… how can you make this a higher priority for them?
Is there a precipitating event or occurrence that pushes
them to engage you?
Did they:
•Start a new business? •Have a baby? •Retire? •Move? •Lose a big customer? •Make a major purchase?
What are the criteria they use to make the decision
about hiring you?
What is important when deciding to hire you?
•References, referrals from people they trust •How long it takes •How you do it •How you deliver it •What else they get (bonuses, extras) •Value (NOT PRICE) •What are their alternatives?
What does the decision process look like?
•Is it a BIG decision or a little decision? •Does someone else influence the purchase? •Is there a way to get them to know/touch you easily/quickly?
Idea of Sales Funnel
Lower priced items Mid-priced High-priced
Now that you’re in your Ideal Client’s head…
Let’s get creative about how to get more of them.
Grow clients by
1.Get more clients like the clients you have 2.Get different clients with the same or
similar problems 3.Sell more to the clients you have
#1: Get more clients like the ones you have.
Worksheet #8
#2: Clients who have the same/similar pain as
your Ideal Client.
#3: Sell more things to your current (or past)
clients
Referral Partners are critical—almost as important as clients themselves.
• Who encounters your prospective clients in the normal course of their work?
• Cultivate these valuable relationships and they can be a fertile source of leads.
• Thank these referral partners and treat them well.
Review of your assignment: Worksheets 7,8
Find a few intriguing ideas to
share next session.
You are not required to “hand in” your homework, but if you do, I am happy to review it.
Questions about this?
And finally….
What are you going to commit to as a SMART goal for our next check-in on October 20th?
We can communicate between work sessions…
Facebook Group
Thoughts/comments?
Our next session: Thursday, October 20th @10am ET.
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