's Business Profile
On a scale of 1 to 10 (with 10 being the ‘best), how would you rate your current ENERGY levels in terms of your own mindset, focus, momentum and action?
When you started with us, did you have a personal brand, a company brand or both?
Has this changed since then and what is it now, a personal brand, a company brand or both?
Do you think your logo is legible and professional?
If you have a website, does the URL exactly match your company name?
What is the URL?
Do you have a professional email signature?
Do you have a professional email address, in other words, not a gmail email address as an example?
What is your work title (I am a Conversion Optimisation Specialist)?
Have you always used this title or is it new since joining us?
What is your purpose?
What is your Vision?
To be reputed throughout Africa
What is your 1st Primary Goal?
To achieve pre COVID trading/profit levels maintaing all staff.
What is your 1st Objective for this Goal?
To contact exisiting clients on a weekly basis to enquire about how their business is recovering and the impact that will have on me.
What is your 2nd Objective for this Goal?
To ask existing clients to proivde 1 referral per month.
What is your 3rd Objective for this Goal?
To expand into similar target markets in South Africa in 1 year
What is your 2nd Primary Goal?
To indentify the markets that I can offer most benefit to without significant additional resources to service them in 2 months.
What is your 1st Objective for this Goal?
To establish contact with 4 clients in each target market per month
What is your 2nd Objective for this Goal?
To establish contact wth 4 clients in new markets per month.
What is your 3rd Objective for this Goal?
To convert 1 client from a new target market every 2 months.
What is your 3rd Primary Goal?
To have an established client base outside of South Africa in 3 years.
What is your 1st Objective for this Goal?
To identify the key operational areas of target markets in 1 month
What is your 2nd Objective for this Goal?
To visit 2 new operational areas visiting 10 potetnial clients each visit in 6 months
What is your 3rd Objective for this Goal?
To establish an operational presence in 2 additional location in 3 years
Write your Value Proposition below as per the formula in Principle 4
Do you believe it is appealing? And why so?
Do you believe it is exclusive? And why so?
Do you believe it is clear and simple to understand? And why so?
Do you believe it is credible? And why so?
List all the ‘Elements of Value’ your product offers
Working in specialists markets that we are genuinely interested in.
Appreciating the associated costs “its not just the cost of the air ticket”and the knock on results of not getting personnel to where that should be on time.
Appreciation that time is of the essence.
Able to find last minute solutions to travel to remote locations.
Write one case study of something you have achieved with a customer
During the COVID 19 pandemic we were able to find solutions to move the African based staff of a global company through our local knowledge of both flights operating to/from South Africa and the documentation required. This resulted in them personally referring other companies to us whose current travel providers were not providing them with any information.
This meant that our clients could attend expensive projects overseas without disappointing their clients.
What features does your product have?
Specialsts in Marine and Oil & Gas travel
Fast response times
Industry specific air fares
Global fare sourcing
Free 24 Hour service operated by South African day time staff
Hotel reservations
Car Hire reservations
Transfers
What benefits does you product offer?
You can have trust in us to get the job done in having an indepth knowledge of your industry and business requirements.
We know that the industry demands a fast response and guarantee to find a solution in 30 mins.
You can purchase air fares that offer flexibiilty that you require without comprimise on price. By globally sourcing the best available fares that save you both time and money.
A one stop shop for all travel related services.
Even if you call out of office hours you will be attended by someone who knows you not just an anonimous call centre agent that you have to frustratingly explain the whole story to.
List 3 objections you get to your product and the 3 answers to these objections
Loyalty to encumbent supplier – We offer you a 3 month trial period without obligation to compare both our service levels and pricing against your current provder.
Relatively unknown name in the market place – Big enough to provide , small enough to care. You will not be just a number.
Not the right time at the moment – When will you next be carrying out a travel provider review ?
Name one of your products
Negotiated Air fares to the Marine and Oil & Gas industries.
List 3 problems you believe your prospects have, related to your solutions
Client always wants the cheapest fares . Which is not always the best solution for them.
They do not know the brand .
Not located in their area.
List your 3 solutions to their problems above
Demonstrate the the cheapest fares have penalties to change and may be non refundable. As multiple changes are inherent is their industry they actually save money using fares do not have any change penalties and are fully refundable.
Although the company name might not be known the Director has 35 years in both Europe and Africa working with Global blue chip clients in the industry.
Due to electrionic ticketing we can service you wherever we are. In fact although we are in Durban most of our clients are in Cape Town and can provide references for our service. Director will personally visit you at least every 3 months.
Write a detailed spec on your ideal customer (as much info as possible as per the Prospect Principle)
Personnel Managers, aged 40, of contractors to the oil & gas industry, based in Cape Town, who have ongoing international projects that require frequent rotations of employees sourced from South Africa and globally.
What is their true deep desire?
To meet the demands of their clients by exceeding the capabilities of their competitors in order to stay in business and keep their jobs.