1. Mastermind 2014 Session 4: Strategic Relationships

2. Arrivals 8h00 Feedback8h30 – Accomplishments – Goals & Accountability Reporting – Book Review Strategic Relationships9h30 – Why People do Business With You – Quality Clients / Quality Network – Relationship Marketing Blueprint Break (15 min)10h15 – More About Relationship Marketing – Online / Offline Relationships (Demo) Ideas / Discussion / Hot Seats / Masterminding11h00 How will the day go? 2

3. AMAZING fun motivation What’s GOOD and NEW Awesome results Insight Inspiration Feedback 3

4. 4 YOUR SUCCESSES What is good and new? ACCOUNTABILIT Y Goals & Accountability Reporting BOOK REVIEW Sleep for Success

5. Strategic Relationships

6. Why do people do business with you? Your Relationships – Know, Like & Trust You Truly Understand the Client – Client, Culture & Context You deliver Value (Benefits & Results) Ease of doing business with you (Packaging, Payment, Process, Policies….) Your Ability to deliver (On scope and on time – If you do not have the capacity, at least you have a plan to ramp up). Your ability to Surprise and Delight Your Brand, Credibility and Visibility Power of Association

7. What is a Quality Client or Network? Is a pleasure to do business with. Is clear about what he wants / needs. Understands and acknowledges the value you add. Makes substantial financial commitments. Pays on time. Provides recurring business. Is your unpaid-sales force. Refers other quality clients. Creates your business’ future. NOT EVERYBODY IN YOUR NETWORK WILL DO BUSINESS WITH YOU, LOOK AFTER THEM ANYWAY….

8. Relationship Marketing Blueprint Identify Make your List Identify Make your List Qualify 8 Steps per Prospect Qualify 8 Steps per Prospect Connect & Stay in Touch Marketing Tactics, Campaigns and Follow-up Connect & Stay in Touch Marketing Tactics, Campaigns and Follow-up Close Succeed and Repeat Close Succeed and Repeat

9. Break

10. Thinking Preferences – The Clues.. L1 – WHAT? Dress: power dressing Body language/ facial expression: uses sparingly Gestures: power gestures (point finger, flat first to emphasize) Language: factual, questioning Office/desk/walls: minimalistic, neat, certificates Profession: technical, technological, scientific, financial, research Notes: important points Car: status, neat R1 – WHY? Dress: fashionable, own style Body language/ facial expressions : uses regularly for effect, to dramatize Gestures: dramatic gestures Language: metaphors, paradoxes, interrupts self, zigzag Office/ desk/ walls: chaotic or artistic, unique Profession: “ideas” job, design, future, oriented Notes: hardly ever takes notes, doodles, mind maps Car: image L2 – HOW? Dress: conservative, sober colours Body language/ facial expressions: uses sparingly Gestures: “counting” gestures (on fingers, hands to show sequence) Language: detailed Office/ desk/ walls: neat, full but organised, files alphabetized, charts Profession: procedural, systems, administrative, supervisory Notes: copious notes, comes prepared with notebook Car: practical, neat R2 – WHO? Dress: for comfort. To feel good Body language/ facial expressions: uses often, feelings clearly displayed Gestures: range of gestures to dramatize, make a point (cannot talk without arms!) Language: “big” words, emotional language Office/ desk/ walls: “warm”, family photos, personal items Profession: people based, caring, motivating Notes: mostly pictures, doodles Car: family, “cute”

11. On-line / Off-line Relationships

12. Ideas, Discussion, Hot Seats, Q & A