Delivering Value to Internal and External Clients
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Amidst Today’s Challenges Delivering Value It starts with the core beliefs of a healthy organization
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What does it take to be an exceptional organization? It starts with an assessment of what your clients really WANT to buy versus what they HAVE to buy. And it means having a solid understanding that the way we sell and engage our clients affects our sales success. All of this is wrapped together with a healthy set of beliefs to drive organizational behaviors.
Transcript of Delivering Value to Internal and External Clients
Amidst Today’s Challenges
Delivering Value
It starts with the core beliefs of a healthy organization
“We cannot solve our problems
with the same thinking we used when we created
them.
RESULTS
IT’S ALL ABOUT
Time
$
What got you here . . .
. . . won’t get you any further
. . . won’t even keep you where you are
Partner
Contributor
Consultant
Preferred Seller
Vendor
Expand Your Value to the Client
Each Advancement
Credibility
Access
Margins
Repeat Business
CompeAAon
Price SensiAvity
Sales-‐Cycle Length
Time
$
Settle?
Do more of the same?
Give up?
Take control?
What do you do?
If you focus on results, you will
never change. If you focus on
change, you will get results.
…………………………..
Jack Dixon
What is it that needs to change?
Results
Results
Habits
Results
Habits
Behaviors
Results
Habits
Behaviors
Beliefs
What do you believe?
Unhealthy Beliefs ü I’m not sure my clients value what I deliver.
ü I’m not sure I deserve the success I have achieved.
ü I’m not sure l can acquire the skills/knowledge to compete.
ü Sometimes, I feel like a pretender.
ü I’m intimidated by my competition.
ü I’m actually afraid of my clients.
Sometimes . . .
We’re overly confident
Perception Reality?
Your BELIEFS determine your
success
Nobody cares about WHAT you sell, they care about WHY you
sell it. Simon Sinek
3 Critical!Messages! Why
How What
What • Price
• Features • Facts • StaAsAcs
How
• “We care” W
hy
?
Traditional Approach!
What How
? Why
ü Wrong Order!ü Incomplete!
Why How What
3 Critical!Messages!
• “We help build organizaAons worth commiLng to.”
Why
• Unique process that evaluates the key areas (soluAon/process/results) and builds the appropriate, customized plan.
How
• Insurance – CommunicaAon – Engagement – Cyber Risk, etc.
What
Q4i Approach!
WHY W h a t ’ s y o u r s ?
WHAT will you
do?
HOW will you
behave?
VISION brings confidence, focus, control, and purpose to everything we do.
Belief # 1
Behavior Builder
Constant clarity of: • WHO you need to become • WHY it is necessary • HOW everyone contributes • Progress being made
Leadership has a responsibility to over communicate
Belief # 2
Behavior Builder
Healthy Org’s communicate • WHY • Core Values • Strategy • Top priority
I have 2 priorities and I schedule time for both.
Belief # 3
Behavior Builder
ID % of time to target for sales activities and schedule it every week
Constant learning is part of my job
Belief # 4
Behavior Builder
ID Your “Rolling 3” • Technical Knowledge • Strategic HR | Risk Mgt. • General Business Acumen
Results are all that matter.
Belief # 5
Behavior Builder
Collect “success stories”. Discuss in meetings and promote socially.
I am responsible for my own success.
Belief # 6
Behavior Builder
Define weekly success • 4 critical functions (Prospects, Clients, COI, Personal Development)
• Top 2 “To Do’s” each wk
We must bring real value to the business/lives of our clients.
Belief # 7
Behavior Builder
We will become a “partner” in the business/lives of our clients.
I will NEVER lose because my competition was better prepared.
Belief # 8
Behavior Builder
Have a preparation checklist for every prospect and client meeting. • Industry • Company – Goals/ODDS • Roles & Goals • Competitive Environment
We have a responsibility to communicate our value.
Belief # 9
Behavior Builder
ü Clarity of WHY ü Clarity of HOW ü Clarity of WHAT
Nothing Easy
About It
Day 1 = complete
Insert Image Here ?Day 1 = complete
Don’t be upset by the results you didn’t get with the work you didn’t do.
![DELIVERING DIAMOND RESULTS -- THE PROCESS BEHIND HOW SQUARE 2 MARKETING RETAINS 90%+ OF THEIR CLIENTS [INBOUND 2014]](https://static.fdocuments.in/doc/165x107/55d56cdcbb61eb750b8b4624/delivering-diamond-results-the-process-behind-how-square-2-marketing-retains.jpg)
