Recipe for Success

MRI Success



Always engage MC in the selling process

  High 

Never try to sell the MRI  - just position yourself as the Trusted Advisor

  High 

Ask OPEN questions to verify there is a need and what that need is

  High 

Use SKYPE if Face to Face is not possible

  High 

Target CEO 

  High 

Include with CEO his/her key Direct Reports

  High 

Target CMO, CFO, GM if CEO not applicable or accessible

Medium  

Target Large/Medium organisations in highly competitive markets where customers are key

  High 

Stay high in the strategic zone - don't get into the detail of the MRI

  High 

Don't focus on the Features- that comes later

  High 

Focus on the Benefits (the WHY) and use fear as a motivator 

  High 

If timing wrong - walk away and make a time to come back

  High 

Position the value of Dr Linden Brown -  a $10k aday Key Note speaker/expert

  High 

Dedicated one organisation events, forums, workshops, round tables work best - smaller well target

  High 

In all events; targeted attendees are key -better 30 ideal candidates than 90 not ideal

  High 

In high level manager conferences; once the purpose of Customer Culture is set, get to the HOW

  High 

Education events are useful but target branded institutions with the resources to manage and leverage

Medium  

Design your events well with follow-up initiatives and incentives well planned

  High 

Link into the calendar of events in NSW VIC QLD that MC set up - charge for attendance

  High