Advanced Interventions

Download Outline

DURATION:
1 Day

INSTRUCTORS:

Get and Keep more profitable clients

SPARK 1-day Advanced Interventions

 

 Our delegates close more deals.

 

What makes these advanced interventions different and effective?

  • Interactive and skills-based
  • We address three core areas: Structure, Professional-confidence and Quality Selling
  • Assessment of Individual Skills – Before, During & After our Intervention (Video, audio, Apps, worksheets, etc.)
  • We provide the SPARK mobile App assessment tool for indefinite use thereafter

Who Should Attend

  • Business Owners, Marketing and Sales Managers, Marketing practitioners, Sales teams
  • Anyone in business who interacts with external parties

Customisation for Teams or Companies

All Business Recipes’ Marketing Skills interventions can be consolidated, customised and aligned, in terms of content and delivery, to best meet clients’ objectives.

Intervention 1. Set-up for Clients: Branding & Content Marketing Skills
Intervention Outline
  • Personal pre-assessment, guidance, supervision, self-implementation and post-evaluation
  • Types, purpose and importance of Messaging, content and branding
  • Positioning and branding (How do you want to be seen?)
    • Value proposition (Story to messaging)
    • Differentiation
    • Guidelines and Practical Exercises
  • Brand Components (What must you put in place?)
    • Brand Manuals
    • Collateral
    • Guidelines and Practical Exercises
  • Implementation and Roll-out (How do you effectively roll-out?)
    • Content, writing style, tone and consistency
    • Targeting, Channels, Integration and Processes
    • Guidelines and Practical Exercises
  • Brand Management (How do you preserve your brand value?)
    • Brand value
    • Brand performance
    • Guidelines and Practical Exercises
  • Challenges and Guidelines (Explanation and usage of customised tools and templates)

 

Intervention 2. Prospecting Clients: Digital & Social Media Skills
Intervention Outline
  • Personal pre-assessment, guidance, supervision, self-implementation and post-evaluation
  • Types, purpose and importance of digital and social media marketing
  • Inbound Marketing Readiness (Are you ready to deal with incoming marketing?)
    • Objectives and USPs
    • CRM and Lifetime Value
    • Guidelines and Practical Exercises
  • Targeting (Are you focused on the right people?)
    • Segmentation
    • Growth Strategies
    • Guidelines and Practical Exercises
  • Content (Do you have appropriate messages?)
    • Value proposition (Story to messaging)
    • Differentiation
    • Guidelines and Practical Exercises
  • Channels (Are you using the best methods?)
    • Creating impact
    • Channel criteria and selection
    • Guidelines and Practical Exercises
  • Challenges and Guidelines (Explanation and usage of customised tools and templates)

 

Intervention 3. Activating Clients: Business Presentation Skills
Intervention Outline
  • Personal pre-assessment, guidance, supervision, self-implementation and post-evaluation
  • Personal aspects (How to overcome barriers and fears by building confidence)
    • Style and Confidence
    • Approach, stance, dress, voice, etc.
    • Guidelines and Practical Exercises
  • Offerings and Solutions (Using personal tactics)
    • Content and Knowledge
    • Experience, risk, etc.
    • Guidelines and Practical Exercises
  • Presentation Process and Structure (Preparing to successfully engage)
    • Preparation (Objectives, format, research, structure, etc.)
    • Drafting (Flow, layout, font, images, etc.)
    • Delivery (Tactics, communication barriers, difficult questions, etc.)
    • Presentation versus networking
    • Call to Action
    • Guidelines and Practical Exercises
  • Challenges and Guidelines (Explanation and usage of customised tools and templates)

 

Intervention 4. Receiving Clients: Business Selling and Negotiation Skills
Intervention Outline
  • Personal pre-assessment, guidance, supervision, self-implementation and post-evaluation
  • Best Practice (How do your processes and practises measure up?)
    • Sales formula, realities, gap analysis and sales plans
    • Sales systems and processes (sales pipeline and CRM)
    • Selling versus Negotiation
    • Guidelines and Practical Exercises
  • Sourcing and Access: (Do you have a constant flow of quality leads?)
    • Ideal client, Targeting, Prospect (Source)
    • Research, ID need, Solution (Features, Benefits, PEP)
    • Guidelines and Practical Exercises
  • Interaction Modes (What are the best ways of tailoring your access to prospects?)
    • Personal, Electronic, Telephonic
    • Proactive, Reactive
    • Guidelines and Practical Exercises
  • Engaging and Closing (Cold Call, Hard Sell versus Warm Call, Soft Buy?)
    • Contact (Interact), Handling Objections
    • Close, Follow-up, etc.
    • Guidelines and Practical Exercises
  • Challenges and Guidelines (Explanation and usage of customised tools and templates)

 

Intervention 5. Keep Clients: Client and Profit Retention Skills
Intervention Outline
  • Personal pre-assessment, guidance, supervision, self-implementation and post-evaluation
  • Positioning and Brand (What differentiates you from your competitors?)
    • Value proposition (From story to messaging)
    • Differentiation
    • Guidelines and Practical Exercises
  • Expectations (What do your clients actually expect?)
    • Establishing expectations
    • Setting limits
    • Guidelines and Practical Exercises
  • Interaction (How do you communicate with your clients?)
    • Focussed Communication and Client Satisfaction
    • Service quality
    • Guidelines and Practical Exercises
  • Motivation (Do your clients have a reason to be loyal?)
    • Retention motivation
    • Calculating Client Retention
    • Following-up and Control
    • Guidelines and Practical Exercises
  • Challenges and Guidelines (Explanation, usage of tools and templates)

 

Intervention Delivery

Full-day interactive, participation-based seminar room-type skilling workshops, led by Business Skills Guru, Michael Wood. Local venues are used for scheduled workshops. Workshops are held at in Johannesburg and Midrand, or at client-specific venues. Stationery and refreshments are provided.

 

Satisfaction Guaranteed

Our workshops are guaranteed to the complete satisfaction of the client.

If the client is not completely satisfied with our services, we will, at the client’s option, either waive the fees, or accept a portion of those fees that reflects the client’s level of satisfaction.

 

We don’t grow businesses, we grow people! 

 

For more information:

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