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10 Essential Growth Strategies For Non Profits

Date post:01-Nov-2014
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Presented to Houston AMA in 2008
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  • 1. Essential Growth Strategies for Non-Profit Success Denise Patrick Vice President Marketing and Creative Services
  • 2. Start at the Beginning
    • I am worried that _______________________________.
    • If I had to choose one problem I would focus on fixing _________________________.
    • Our biggest challenge in 2009 is going to be ________________________.
  • 3. Dont Throw the Baby Out With the Bathwater
    • Undervalued Platform?
    • Untapped Insight into Stakeholders?
    • Underexploited Capability?
  • 4. #1- Real Strategic Planning
    • Define the core of your organization.
    • Assess full potential and durability of key differentiation.
    • Develop a point of view about the future and define the status quo
    • Identify full range of options
    • Identify hidden assets
    • Use key criteria to decide with assets to employ in new vision
    • Set up a system to manage course correction
  • 5. Make Something Happen Now
    • Create a short-term (one year) marketing and sales plan.
    • No really. It is time to measure real results.
  • 6. #2 Understand Your Stakeholder
    • How do they think?
    • What triggers their buying decision?
    • Who influences them?
    • What type of experience are they looking for?
  • 7. #3 Be Clear Who They Are
    • Make a real list
    • Keep it simple
    • How do you get to them effectively?
  • 8. #4 Features Tell/Benefits Sell
    • Features tell/brands sell
    • Demonstrate your brand
    • It is a conversation, not a presentation.
  • 9.
    • Understand how they think and what they feel
    • Illustrate your brand experience
    • Plan your experience with your prospect
    #5 - Approaches
  • 10. #6 Secure a Meeting
    • Ask for a few minutes
    • Be specific on the time
    • Be confident
    • Pre-meeting assignment
  • 11. #7 You ARE Your Brand
    • Body language = 55%
    • Tone of voice/inflection = 38%
    • Words / content / logic = 7%
    • Total = 100%
  • 12. #8 Ask the right questions
    • There are three types of questions that will lead you to a commitment:
    • Fact finding
    • Need finding
    • Benefit finding
  • 13. #9 Ask early and often
    • There are three types of objections:
    • They dont believe you
    • They dont understand how it works
    • They dont need you
  • 14. #10 Keep the pipeline filled
    • Find more opportunities
    • Turn opportunities into proposals
    • Blow them away with professionalism
    • Ask them to join you in your vision!
  • 15. Tips & Pointers
    • Its not easy, get over it
    • You are a brand ambassador all the time
    • You dont ask, you dont get
    • Lack of confidence is a killer
    • Never be desperate
    • Throw the pen
  • 16. Tips & Pointers
    • Act like a normal person
    • They have to qualify to be part of your organization
    • Be willing to say no and hear no
    • Value is what they buy
    • Its always about emotion
  • 17. Q & A
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