I2 P Small Business Seminar Narrated

[object Object],[object Object],[object Object],[object Object]

The First Rule Of Business Those that have the gold Make the rules!

Second Rule of Business ,[object Object],[object Object],[object Object],[object Object]

Service Business Self Evaluation Use a 1 to 10 rating where 10 is most appropriate to you ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Self Test #2 ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Services Marketing ,[object Object],[object Object],[object Object],[object Object],[object Object]

Michael Porter On Strategy ,[object Object],[object Object]

If Your Strategy Is Crafted Well ,[object Object],[object Object],Your catalyst For success

5X5Ps of Professional Services Marketing ,[object Object],[object Object],[object Object],[object Object],[object Object]

Positioning Your Business ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Positioning Scorecard ,[object Object],[object Object],[object Object],[object Object],[object Object],Note : A low score in this area indicates that you are not communicating clearly about your value. People are likely not showing interest in your services when you talk about what you do Rate from 0 to 10 Total

What does well For 20 years, with an 83% success rate, “ Ideas To Profits” (formerly Business Development Consortium) has helped clients to: ,[object Object],[object Object],[object Object],[object Object],[object Object]

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Slide 14

SUN TZU, The Art of War ,[object Object],[object Object],[object Object]

Matrix For Success Proof of Market Demand First Customer Acceptance (Sustained Growth Plan) IP Stage (Strategic Advantage Readiness) Technology Development Stage Concept Stage (Reality Check) Early Adopter Positioning (Tactical) 10 IP Mapping (Existing & New) 7 User-Driven FAB (Features Advantages & Benefits) 3 Opportunity Impact (SWOT) 1 Technology Plan Market Data for Funding 11 Channel Map (How get to market fastest & easiest) 8 New Venture Map 4 Multiple Market Assessment & Prioritization 2 Business Plan Market –Driven Ramp-up Considerations 12 Licensing 9 Market Opportunity USP or PoDs 6 Competitive Issues 5 Sales Development Plan

Six Factors For Venture Success ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Doyle On Market Research ,[object Object]

The Cause & Effect of Ideas ,[object Object],[object Object],[object Object],[object Object],“ Doing Something Better Than Its Been Done Before Will Ensure Success”

Situation Analysis Format ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Exercise 3 - Profile Your Clients Who is your market? _____________________________________________________________ What services do they buy? _____________________________________________________________ Who is involved in the buying decision? _____________________________________________________________ Where is your market? _____________________________________________________________ Where should you be selling? _____________________________________________________________ Why do they buy your services? _____________________________________________________________ Slide 19

How to Probe Assumptions ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Sales Tip 1: Sell the Invisible ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Benefit Statement Examples ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],___________________________ ___________________________ ___________________________ ___________________________ ___________________________ ___________________________

Sales Tip 2: Concentrate on the Stars ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Focus on who wants to work with you and who you want to work with

Grading the Accounts Value Contact Low High Difficult Easy Relationship & Reputation Needs service awareness marketing Avoid Not now maybe later

Qualifying Checklist - example ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Total

Sales Tip 3:Get Executives to take Action ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Critical in high ticket and/strategic sales

Sales Tip 4: Clarify Complex Issues ,[object Object],[object Object],[object Object],[object Object],[object Object]

THE 7 FEATURES OF SUCCESSFUL LEADERS ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Ross Blaine Senior Partner i2p CHALLENGING is the phrase that best describes the type of work Ross enjoys. Ross’ whole business career has been based on taking on tough projects. When someone says: “how do we tackle this problem?” his fans will say: “Call Ross, he will have some ideas.” Ross has commercialized over 30 new products during his business career. Website www.i2p.biz Email [email_address] Phone 613 791 3989

I2 P Small Business Seminar Narrated

I2 P Small Business Seminar Narrated

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I2 P Small Business Seminar Narrated