Upload
gina-mostert
View
224
Download
0
Embed Size (px)
DESCRIPTION
Citation preview
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