Business Plan Checklist by Jeronohnson

VIEWS: 62 PAGES: 6

									1. Business Definition
1) Why have a business definition?
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2)  If Oprah were to stick a microphone in your face and ask what you do, what would
    you tell her…and her audience?
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3) How would your best clients describe what you do for them?
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4) What makes you different?
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5) How would your own “ideal” business definition differ from #3?
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6) What are the key components of a good business definition?
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7)  Describe the general capabilities of your company? What specific services are
     meaningful to potential clients?
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8) What are the specific capabilities of you and/or your team?
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2. Sales Process and Service Strategies
1) What do you do to demonstrate the benefits of doing business with you?
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2) What do you use for data collection from prospects and clients?
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3)  What do you do at the inception of the client relationship to provide exceptional
    service and show your appreciation to the new client?
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4) What should you do seasonally or annually in the way of client service?
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5) What services should you provide to your “A”, “B”, and “C” clients?
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6) How can you upgrade your “B” and “C” clients?
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7) In the absence of upgrading, what do you plan to do with your “C” clients?
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3. Products and Services
1) How do you initiate a sales call on a potential client?
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2) What approaches seem to work the best?
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3) What products and services seem to be most acceptable to new clients?
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4) Do you have a sales presentation for prospecting? If so, what is it?
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5) Are there products and services that seem to be particularly timely?
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6) How do you move from an opening product sale to deepening the relationship?
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7) What sales format seems to work best when presenting a product?
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8) Do you have some scripts that are particularly effective?
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9)  What sales resistance or objections have you encountered both to the specific
       product and/or the market in general?
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10) How do you handle various types of sales resistance?
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4. Target Markets
1) Who are your best clients and where did you find them?
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2) Do you have a natural target market based upon your experience, your social and
   community life in your city?
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3) Do you have a formal networking strategy?
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4) What are your current networks and how can you develop more of them?
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5) Do you have a natural center of influence to provide referrals? If not, how can you
   develop one?
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6) How do you obtain referrals?
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7) How do you maintain a continuous flow of new clients?
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8) What services seem to attract the most new clients?
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9) How do you approach friends, relatives and close acquaintances?
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5 . Go a l s
1) What specific short-term activities do you think are most critical in times like these?
   i.e. daily, weekly, and monthly.
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2) What long-term goals are most important? i.e. quarterly, semi-annual and annual.
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3) What do you think would be a realistic goal in term of new clients per month?
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4) What do you think would be a realistic goal in terms of numbers of prospect contacts
   per day?
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5) How many product presentations should be made each day?
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6) How many in person calls should be made each week?
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7) Should you have a weekly referral goal? How would you execute it?
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