2007 dbs - workshop 4

The Marketing Workshop

2009

HousekeepingQuestionsMobile phonesValuables

1. Constructing the vision

2. Planning your time3. Controlling your

finances4. Leading your team5. Creating a “wow”

patient journey6. Refining your

selling skills

• Re-introduction• Positive focus – last

90 days• What are your

expectations from the day?

• You know how some people (your customer)

• Experience (problem)• Which means that (outcome

of problem)• Well what I do is

(product/service/job)• Which means that (solution)• The benefit of which is

(outcome of solution)• Would you like to know

more?

Strategy 7 – create a low cost marketing engine

What is marketing?

• the barriers to entry by which you eliminate the people that you do NOT want to deal with and

• the offer by which you make yourself irresistibly attractive to the people that you DO want to deal with.

Dan Sullivan

“all the money that you need for the rest of your career is in the pockets of the people that you know and the people that they can introduce you to.”

Willing to invest in themselves and well connected

Regular attendance and dentally responsible

Rude/disrespectful Friendly/respectful

D A

C B

1. Patient 1. Patient GradingGrading

2. Create the Welcome Pack2. Create the Welcome Pack

Covering letter – what will happen/timings

Mission statement Meet the team Directions/parking Terms and conditions Promises Price list Smile check MHQ

3 – Create the smile 3 – Create the smile checkcheck

• The smile check• The system for using it

4 – The Referral 4 – The Referral SystemSystem

• Terms and conditions• End of treatment

letter• Newsletter permission• Referral card• Web site

5 – The referral card5 – The referral card

• Logo• Contact details• Photo• Description of ideal client• Mini-smile check

6 - Networking6 - Networking

• Chamber of Commerce• Business Link• BNI• Other breakfast clubs• Other SIGs

7 - Speaking & Publishing7 - Speaking & Publishing

• Business groups• Retired groups• SIGs• “Improve your confidence

through improving your…….”• Press• Radio• Professional• Web site

8 – Strategic Alliances8 – Strategic Alliances

• Complementary professions and businesses

• Added value alliance• Marketing alliance

9 – Your website9 – Your website

• Profile – am I in the right place?• People – do they look like a nice

team?• Premises – does it suit my

demographic?• Promises – are they customer

service focused?• Prices – is it reassuringly

expensive/affordable?• Proof – do other people speak

highly of them?• Products expressed as Processes –

do they do the things I want?

Strategy 8 – Maintain balance between work, rest Strategy 8 – Maintain balance between work, rest and playand play

1. Establish priorities2. Plan well in advance3. Control time4. Control money5. Delegate6. Create reserves7. Remove tolerations8. Maintain fitness and

health9. Clean Sweep and other

assessments

Tactic 1 – Establish your Tactic 1 – Establish your prioritiespriorities

1. Self2. Family3. Business4. Finance5. Physical6. Social7. Intellectual8. Spiritual

Tactic 2 – Plan the time to Tactic 2 – Plan the time to planplan

• Annual – 3-year vision• Quarterly – positional• Monthly - tactical• Weekly - reflection• Daily – To Do

Tactic 3 – Take control of Tactic 3 – Take control of timetime

• Free days• Buffer days• Focus days

Tactic 4 – Control MoneyTactic 4 – Control Money

• Personal budgets• Professional budgets• Profitability analysis• Pricing• Robust systems

Tactic 5 – Delegate Tactic 5 – Delegate and outsourceand outsource

Strategy/Clinical

Finance Marketing and Sales Resources Team

Compliance

Tactic 6 – Establish ReservesTactic 6 – Establish Reserves

• Time• Energy• Money• Talent

Tactic 7 – Remove yourself from TolerationsTactic 7 – Remove yourself from Tolerations

• People• Situations• Things

Tactic 8 – Maintain Fitness & HealthTactic 8 – Maintain Fitness & Health

• Nutrition• Sleep• Exercise• Meditation• www.liveto100.com

Tactic 9 – Regular Review (Clean Sweep/Clean Slate)Tactic 9 – Regular Review (Clean Sweep/Clean Slate)

Reading in fourth quarterReading in fourth quarter

• Getting Business to Come to You – Paul & Sarah Edwards

• Teaming Up – Paul & Sarah Edwards

• The World’s Best Known Marketing Secret – Ivan Misner

• Selling the Invisible – Harry Beckwith

So what about the next 90 days?So what about the next 90 days?

• We’re not finished yet!• Bridge calls• WWOL• Call-in Days• Coaching Gym• What are your main

goals for the final quarter?

Thanks for listening!

Hope you had a good day

Now “just do it!”