2. Current Environment
• Property market/conveyancing – 1980 levels
• SME’s – inactive
• Changing staff expectations – work/life Gen X and Y
• Higher consumer expectations
3. 7 Habits of Success
1. Belief (be proactive)
2. Self Confidence (begin with end in mind)
3. Empathy (think win win)
4. Communication (understand then be
understood)
5. Team Player (synergise)
6. Rejuvenates (sharpen the saw)
7. Execution (first things first, implement,
follow through)
5. Why are we here?
• Break out of sea of sameness
• Not reaching full potential
• To break into new markets
• Learn from the success of others (The 7 Habits)
• Increase productivity and profitability
• Grow your practice
7. 7.
6.
Practice Growth Program
5.
The 7
Steps
4.
3.
2.
1.
Your Value
Proposition
Understanding
Your Ideal Client
Become an Expert
C.O.I’s & Strategic
Alliances
Find the Diamonds
Branding &
Your Message
Accountability
10. 1
Your Ideal Client
• Optimal value
• Your service offer (value proposition)
aligns to clients needs and wants
• You enjoy working with them
• They can afford your service
Marketing is the process used to
introduce you to prospects in your
Ideal Client Universe …
11. 1
Your Ideal Client
• Now versus the future
• Clarify – target / align services
• What do your ideal clients want or need
• Segregate clients and focus on the high value
clients – target prospects from the same profile
• Find diamonds in client base – low hanging fruit
13. 2
Your Value Proposition
Concept
• Clear statement of the tangible experience a client gets
from using your services
• Allows your business to clearly enunciate what you do
for your clients
• Defines what value a client will receive
• What is it you provide a client that sets you apart
• Defines what’s special about what you do
15. 2
Your Value Proposition
How to Create
We are in the business of …
Our service provides …
Unlike … other practices,
who provide … a range of services…
Our insights … are used to create and implement…
21. 3
Branding Strategy
Research done by Executive research Consulting 2010
If you are recognised as a brand leader by your target
audience, you are able to charge higher fees.
No Brand Leadership*
With Brand Leadership*
38. 6
Become An Expert
• QLS Accreditation
• Create credibility with prospects, C.O.I, S.A
• Research
• Meet people active in the industry/sector
• Ask questions about concerns, needs,
costs and benefits
39. 6
Become An Expert
• Write white papers
• Supply articles to industry publications
• Get testimonials
• Publish / promote in corporate material – newsletter,
websites etc.
43. Which ones are right for you?
Having selected
your ideal client and
business goals, you can
then decide on the most
appropriate marketing
strategy for both clients
and prospects… to help
you build more and
better relationships.
45. Pipeline of
Prospects
PIPELINE OF PROSPECTS…
Profile Building - C.O.I
Existing Clients - Referrals
Your Service Selling Process Must
• Improve the Relationship
• Complete your logistics and paperwork
• Deliver a memorable experience
• Meet process standards
Personal Level
• Top of mind
• Builds a brick wall
• Stronger relationship
Professional Level
• Referrals
• Loyalty
• Additional income
BEFORE
DURING
AFTER
YOUR CLIENT BASE
FOREVER AFTER
47. Practice v Business
To be an effective business builder/leader:
•
•
•
•
Do more of …
Do less of …
Stop doing …
Start doing …
Commit and take Action!
48. Focus on what you do well
Successful businesses grow
by improving upon what they
do well – not just by correcting
weaknesses.
