9/16/2010 DWC+ Teleclass: Strong Business in a Weak Market with Felicia Lee

1.
Strong
Business
in
a
Weak
Market
1. Look
at
who
you
have
in
your
pocket
Group
Key
Message(s)
Past
Client
Prospect
Alliance
Personal
Contact
2. Get
clear
on
the
problem
you
solve
What
are
5
reasons
clients
buy
from
you
now?
1.
2.
3.
4.
5.
Be
clear
on
what
you
offer
to
the
market:
Candeo
Communications
Inc.
www.candeo.ca
1
©Flett
Ventures
Inc.
Email:
felicia@candeo.ca
Tel:
778.986.1138

2.
Question
Answer
What
do
you
do?
Why
does
it
matter?
Who
cares?
3. Look
at
the
markets
that
you
should
be
serving
that
you
aren’t.
Question
Answer
What
does
my
clientele
have
in
common?
What
markets
could
want
my
offerings
that
are
not
currently
buying?
What
would
it
take
to
open
up
this
market?
Are
there
changes
I
would
need
to
make
to
open
up
this
market?
(i.e.
Messaging,
new
marketing
materials,
different
payment
rates,
different
colors,
styles,
etc.)
How
can
I
go
about
starting
the
conversation
with
this
market?
Candeo
Communications
Inc.
www.candeo.ca
2
©Flett
Ventures
Inc.
Email:
felicia@candeo.ca
Tel:
778.986.1138

3.
Who
do
I
know
that
represents
this
market
that
I
can
talk
with
and
gather
information?
(i.e.
If
you
are
targeting
new
home
owners,
who
do
you
know
who
just
bought
their
first
home;
targeting
Italian
builders,
who
do
you
know
who
is
Italian
and
in
the
construction
industry?)
4.
Look
at
any
markets
that
could
be
serviced
by
adjusting
your
model
To
Do:
• Consider
ways
to
make
it
easier
for
client
to
buy
from
you
• Look
at
ways
to
compartmentalize
your
offering
5. Become
a
lean,
mean,
selling
machine
Sales
Funnel:
Prospects
Presentations
Clients
Monthly
Sales
Goal:
Candeo
Communications
Inc.
www.candeo.ca
3
©Flett
Ventures
Inc.
Email:
felicia@candeo.ca
Tel:
778.986.1138

4.
Weekly
Sales
Goal:
Daily
Sales
Goal:
6. Tweak
your
payment
terms
What
are
4
ways
you
could
offer
different
payment
terms
to
your
clients?
What
other
things
could
you
offer
clients
to
soothe
their
cash
flow
issues?
7. Remind
your
competitor’s
clients
that
you
are
a
great
alternative
Who
are
your
five
main
competitors?
Which
accounts/clients
do
they
have
that
you
want?
In
what
way
could
you
do
a
better
job
for
these
clients?
Price?
Service?
Support?
Provide
a
variety
of
offering?
Candeo
Communications
Inc.
www.candeo.ca
4
©Flett
Ventures
Inc.
Email:
felicia@candeo.ca
Tel:
778.986.1138

5.
8. Review
your
payables
and
negotiate
down
What
is
your
monthly
burn
rate?
Make
a
list
of
all
your
vendors
and
consider
how
you
can
get
better
terms
or
get
them
to
drop
your
price:
Do
all
your
business
expenses
make
you
money?
Are
there
any
payments
you
are
making
(office
space,
cell
phone)
that
are
larger
than
they
need
to
be?
How
many
months
of
cash
flow
do
you
currently
have
socked
away?
How
many
clients
would
you
have
to
lose
to
be
in
serious
cash
crunch?
How
many
of
your
receivables
are
>60
days
overdue?
9. Explore
bundling
services/products
with
partners
Who
do
your
clients
also
buy
from
that
is
a
complimentary
service
or
product
to
yours?
Is
there
an
obvious
fit
between
you
and
them?
Candeo
Communications
Inc.
www.candeo.ca
5
©Flett
Ventures
Inc.
Email:
felicia@candeo.ca
Tel:
778.986.1138

6.
Make
a
list
of
5
potential
partnerships,
find
contacts,
and
pitch
the
idea.
1.
2.
3.
4.
5.
10.
Kill
your
clients
with
kindness!
What
10
things
can
you
do
to
show
your
clients
appreciation?
1.
2.
3.
4.
5.
6.
7.
8.
9.
10.
What
3
actions
will
you
commit
to
in
the
next
4
weeks
to
improve
your
business?
1.
Candeo
Communications
Inc.
www.candeo.ca
6
©Flett
Ventures
Inc.
Email:
felicia@candeo.ca
Tel:
778.986.1138

7.
2.
3.
E-­‐mail
your
3
action
items
to
felicia@candeo.ca
by
September
17th,
2010
to
receive
a
45-­‐minute
complimentary
coaching
session,
valued
at
$200.
(Offer
valid
for
DWC
members
only)
Candeo
Communications
Inc.
www.candeo.ca
7
©Flett
Ventures
Inc.
Email:
felicia@candeo.ca
Tel:
778.986.1138